Advise & Act Programme

Auckland Racking & Shelving – Sales Training

Auckland Racking & Shelving design and install new and used pallet racking and shelving in warehouses. They also have a sister company, Surplus Traders, that specialises in new and used shelving and shop fittings.

As we do with many clients, the first thing we did for Auckland Racking & Shelving was our Business Positioning (BP) service. Once we had that document approved by management, we moved on to a new Brand ID (logo), signage, website and sales brochure.

However, one other very important service management wanted us to undertake was sharing the content of the BP with their sales staff in the form of sales training, as this would help align the actions of sales staff with the company’s message. It was crucial the sales team understood the pillars of the BP, the company’s essence (optimise your space, grow your business) and the company’s WHY. It was also concluded the content of the BP was relevant to Surplus Traders, which the sales staff also represented.

Richard and Angela held two sales training workshops, one at Right Hand Man, the other on site at Auckland Racking. By understanding and embracing the BP, sales staff have learnt how to communicate Auckland Racking’s business with greater effectiveness and cut-through, how to generate better-quality leads and how to convert sales opportunities more effectively. Nice one!