Case Study

HSJ Information

Leadership shift achieves significant increase in deal values and long-term growth

I’m completely blown away by the tangible outcomes we’ve seen from a course that was just a few weeks ago. Having real, actionable results and noticeable behavioural changes is the true value. It’s not just theory—it’s what’s been implemented and delivered.”

Amy Osborne

Sales & Marketing Director – HSJ Information

HSJ International Stats

Hospitals and Health Care

100+ employees

Initial deal size increased by 42%

Mindset has shifted from task management to proactive leadership

Challenge

The leadership team was stuck in a cycle of task execution, with little room for strategic leadership. One leader shared, “It was very directive… you’re just managers delivering what the business tells you to do.” This created a disconnect, with leaders unable to guide their teams effectively. There was confusion between sales execution and leadership, leading to neglect of processes and lack of strategic thinking. The pressure to deliver sales hindered the development of both leaders and their teams.

Solution

Flume’s programme shifted the leadership mindset from task management to proactive leadership. Three-way coaching was reframed as a tool for growth, helping leaders embed new skills. One leader shared, “We now see coaching as something that supports embedding our learnings and leadership skills.” Flume also emphasised the importance of a clear overarching purpose, which motivated leaders and aligned their teams: “Coming back to an overarching purpose… it couldn’t have resonated more across the whole team.” Leaders were encouraged to take ownership of challenges, driving them to find solutions and engage their teams more effectively: “They came back with a solution.

Result

This shift in mindset led to significant behavioural changes within the team. Leaders moved from task-focused management to inspiring strategic ownership, improving both team dynamics and sales performance. The change in leadership style created a more cohesive and motivated team, leading to commercial wins. At an event, the focus on quality engagement instead of just contacts resulted in a number of significant value deals. Leaders also increased an initial deal size by 42% by better addressing client needs and creating value. One leader shared, “The first time we used the new process, we won the pitch. The second time, the customer came directly to us.” Additionally, forecasting accuracy improved, with more realistic projections: “It’s definitely a shift in our approach,” reflecting the long-term impact of leadership development on the team’s performance.

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Client Testimonials

"From an employee retention standpoint, this kind of training does wonders, and you can see that in the overwhelmingly positive feedback"

“Seeing those numbers build so quickly was a real moment for me. It showed that this wasn’t just about hitting targets – it was about building a sustainable, scalable model for growth.”

"This wasn’t just ‘sales training’ – it was sales transformation. It showed our team that we’re committed to their development, and that’s hugely valuable."

"Within a month of working with Flume, our sales team had developed over £500K of additional revenue. We’ve also seen a 10% increase in average order value."

"Flume’s approaches have been fully integrated into our sales process creating a 58% increase in closed deals and an 8% increase in average order value."

"Working with Flume training has been an absolute pleasure. They truly cared about our needs and together with their team designed and delivered impactful sales training."

“What underpins the success of working with Flume is ROI. Cutting edge sales theory applied masterfully by Flume, which we can absorb and impactfully apply into the field.”

“Working with Flume has enabled us to improve dramatically our conversion rate. In some cases, we saw an increase of 17% on CR, which is incredible.”

"Flume have been a massive help to our sales team and we’ve seen demonstrable improvement in our closing rates, deal sizes and overall revenue since we started."

"The results are exceptional. We made more progress in this programme than we have with the sale process over the last two years"

"In the three months post training, our average order value has increased by 27%, giving a clear and compelling ROI. We also saved a deal worth £225k."

"The Flume approach is truly market leading - unlike many outdated sales training approaches, the resuts and outcomes live on long after the sessions delivered by their excellent trainers."

"The Flume approach has transformed the performance of our team. Our revenue is up 38% year-on-year."

"Flume developed a new sales approach for us which is on track to deliver an 85% YOY uplift in revenue. Flume are sales experts who deliver ROI"

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