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Case Study

Leonardo

A robust, embedded sales culture is driving revenue, recruitment and retention

Flume sales training is an absolute must. It’s not about the industry type, it’s the way you sell. They live and breathe their ethos and listen to what we want to achieve. In fact, they don’t sell, they provide solutions via a consultative approach and shared experience. It’s a partnership. Flume have transformed our outlook and, ultimately, our results.”

Gaynor Carroll

Chief Revenue Officer

Stats Perform

Sports technology company

1000+ employees

£1m YOY growth in Local
Corporate sales revenue.

400% YOY increase in use of online Business Booker tool.

Challenge

“Pre-Flume, Leonardo had no consistent sales training programme. Everything was very ad hoc, with different one-off providers, no follow-up or coaching, and no proper budget. They had varying competencies within their team but a very basic, one-size-fits-all training approach. They were growing quickly and recognised the need for a much more revolutionary approach if they were to outshine their competitors – and reverse a YOY decline in the Local Corporate sector. As well as increasing forecasting accuracy and maximising client spend, their aim was also to provide the best hospitality sales training programme to attract and retain top sales performers.”

Solution

“Working closely with their senior team, Flume has set up an ongoing Leonardo Academy Training Programme designed to turn core performers into outstanding performers. An eye-opening, value-selling approach has moved the focus from product selling to problem-solving by gaining a deep understanding of every customer, their priorities and their problems.

Now the approach is to solve problems, make the customer’s life easier, provide a seamless service and evolve strong relationships. Flume’s 4-stage training process teaches, reinforces and embeds a consistent, data-led sales culture across the whole team, while rigorous project management means that no one falls by the wayside and leaders no longer feel the need to micro-manage.”

Result

“Leonardo Hotels now have an industry-leading sales training programme that offers real personal development opportunities.

Attracting people is much easier, the quality of applicants is much higher and retention is 5 years plus. We have a robust, embedded sales culture and the second highest employee engagement score across the entire company. The whole sales team is naturally proactive and creative. Their presentations are much more creative, targeted and bespoke – and by qualifying leads, they are engaging at a higher level within organisations. All of this is driving higher sales activity, better quality leads and significant growth in key areas.

£1m YOY growth in Local Corporate revenue
400% increase in the use of our Business Booker online booking tool
YOY improvement in managed segments “

Why Was Flume Different?

The training was very well received by everyone from sales rep to VP level, with the quality of the research and data provided exceeding expectations, and packing enough power to drive real behavioural change. Unlike other industry leading training providers, Flume developed and shared bespoke templates to embed within our business, and it really felt like a true partnership.

Let’s talk.

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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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