Complete Learning

Our Experience & History

Our Experience

Complete Learning is a Sales and Management Consultancy that has been specialising in sales development programmes with major organisations like Cisco Systems and BT for over a decade. Our Success Stories tab illustrates a few brief examples of where our experience has been applied.

Our specific focus and expertise is on managing sales campaigns

This often entails assessing the skill and ability of sales teams, analysing the process and methods currently in place to manage deals, and reviewing the sales training and development needs of the individual sales person. We then create a solution that will address these elements in a way that is effective, measurable and affordable. The solution may make use of existing investments, or enhance existing sales development initiatives – or it may require a new or fresh approach. Either way, it will be relevant, measurable and cost effective.

We manage sales campaigns using Sales Clinics, a programme designed and developed by Richard Lown for improving Deal and Account Management whilst making better use of existing CRM tools and sales training investments.

Sales Clinics address three main areas:

• Deal Management – developing an effective sales strategy that will qualify what you need to do to win the deal.
• Account Management – creating the tactics and strategy for managing an account for long term growth.
• Proposition and Competitor Positioning – analysing the difference between your solution in relation to your competitors to help your customers understand why they should invest with you, rather than your competitor.

History

• Began trading in November 1997 (the company was originally called SilverLake International but changed the name to Complete Learning in 2000).
• Richard Lown owns the company and designs, develops and delivers many of the sales development programmes.
• As required, Richard works with a team of consultants he has known for many years who provide support for major projects.
• Our first client was Cisco Systems where we developed the Cisco Sales Executive Programme (CSEP), a sales training project that helped Cisco sales people in the Channel better position Cisco technology relative to business benefits.
• In 1998 BT became a client when they jointly funded a sales training programme (part funded by Cisco) that was designed to help BT sales people better position Cisco solutions – the programme was called Selling IP Fundamentals that ran for over two years.
• Since then Complete Learning has been involved with many sales training and development projects in Cisco, BT, Orange, Nokia and many other well known organisations.
• In the last few years Complete Learning has developed a programme called Sales Clinics. This programme is designed to address Deal Management (managing a deal in an account), the strategy and tactics of effective Account Management, and Competitor Positioning.

Today the company remains focused on sales improvement programmes and continues to offer innovative and ground-breaking learning and development solutions that make good use of the latest technology whilst using simple and easy-to-use methods for imparting skill and knowledge enhancement; the latest example being the Sales Clinic methodology for effective Deal and Account Management.

Complete Learning works with a broad range of consultancy organisations to deliver experienced and reliable learning solutions to sales and sales management across the globe. The company has delivered sales training solutions literally all over the world in regions such as North and South America, China, Australia, the Middle East and all over Europe – and of course throughout the UK.

In addition, the company operates from a modern training and conference centre in Leamington Spa, Warwickshire, just two miles from the Warwick M40 junction in the West Midlands.