Elevating Sales Capability at Worldpay with Delta Learning

1. The Challenge:

Worldpay faced a critical challenge of developing a world-class sales capability program for their SME team. With no common sales methodology in place, there was a need for a significant shift in the sales team’s approach to effectively sell the value of Worldpay solutions. The challenge lay in creating a programme that would not only establish a cohesive sales methodology but also address specific areas requiring improvement, such as effectively differentiating Worldpay’s value proposition, understanding customer businesses, and transitioning from transactional to consultative selling.

2. The Solution: Delta Learning’s Bespoke Sales Academy:

Worldpay chose Delta Learning to design, build, and deliver a bespoke transformational sales academy for the field sales team and Regional Directors. The objectives of the program were to:

• Effectively Differentiate Worldpay’s Value Proposition: The programme focused on equipping the sales team with the skills to differentiate Worldpay’s value proposition more effectively in a competitive market.
• Tailored Solution Offering: The sales academy aimed to enhance the team’s ability to understand the customer’s business and offer tailored solutions, moving away from a one-size-fits-all approach.
• Quantify Customer Benefits and Demonstrate ROI: The programme included training on quantifying customer benefits and demonstrating return on investment (ROI), enabling the sales team to showcase the tangible value of Worldpay solutions.
• Shift to Consultative Selling: The academy guided the team in transitioning from transactional to consultative selling, emphasising a more customer-centric and relationship-driven approach.
• Leadership and Coaching for Regional Directors: Recognising the pivotal role of Regional Directors, the program ensured they took a greater leadership and coaching role to foster a successful learning culture within the sales team.

3. The Impact:

The implementation of Delta Learning’s sales academy resulted in significant and immediate impacts on Worldpay’s sales capability:

• Financial Impact: Within the first month, the company observed a remarkable £80 million increase in card turnover, indicating the programme’s effectiveness in driving tangible results.
• Increased and Retained Sales: Beyond the initial month, there was an additional £2 million increase in sales, demonstrating the long-term impact and effectiveness of the academy in not only securing new business but also retaining existing clients.

Benefits of Working with Delta Learning:

• Bespoke and Targeted Solutions: Delta Learning’s ability to design a bespoke program tailored to Worldpay’s specific challenges and objectives ensured maximum relevance and impact.
• Immediate Tangible Results: The financial impact observed within the first month showcased the immediate effectiveness of the programme in driving tangible results.
• Shift in Sales Culture: The academy successfully facilitated a shift from transactional to consultative selling, fostering a more customer-centric and value-driven sales culture.
• Leadership Development: The focus on leadership and coaching for Regional Directors contributed to the sustainability of the learning culture and the ongoing success of the sales team.

In conclusion, the partnership with Delta Learning not only addressed Worldpay’s challenge of establishing a world-class sales capability program but also delivered immediate and substantial impacts on revenue and sales effectiveness. The bespoke approach and focus on specific skill development showcased the transformative power of intensive sales training solutions in a competitive market.