Working effectively across a range of industries

Why do so many of our clients come back to us time after time? Because we get results - and measurable ones at that!

Take a look at some case studies
Read the nice things our clients say about us

COMO Hotels & Resorts

We have recently carried out extensive training for our Global Sales Team, both on Property and in our Global Sales Offices. MG Sales Performance offered us a tailored solution, which suited our business needs perfectly. Both myself and the senior members of the Team worked with the MG Mentors, which ensured that everyone was involved in the process from the beginning and enabled us to get 100% buy in to the process. We now have a platform from which we can develop a Coaching Culture, unique to COMO Hotels & Resorts. The flexibility, progressive approach, continuous support and first class facilitating during the training sessions from the MG Team is something I would truly recommend to others.

Simon Kerr, Commercial Director, COMO Hotels & Resorts

PREM Group

We chose MG Sales Performance because I have used them successfully in the past and I knew that they would deliver relevant training that had been well researched. I particularly like their experiential approach as it gives my team the chance to try out what they have learnt and practise techniques in a comfortable and supportive environment. My team have returned to work with a new purpose and confidence, they are asking much better questions and they are achieving more from their customer meetings. In team meetings we refer back to the training regularly and I'm finding greater cohesiveness and consistency in our approach.

National Sales Manager UK

Whitbread Hotels and Restaurants

MG Sales Performance has helped develop and execute a comprehensive, large-scale and compelling sales training programme. No compromise has been made in terms of content development, delivery, review and follow-up. Our financial results are a credit to the excellence with which this project was executed: we have seen spend per head rise in our restaurant brands and the teams have signed-up over 1,000 new Business Account customers each year, delivering over £10 million in new revenue.
John Kerslake, Director of Sales, Whitbread Hotels and Restaurants

Barcelo

I have used Mark Gallen and his team over a number of years to provide sales training to hotel based sales teams, national and regional teams and GM's too. Mark's training style is spot on, hitting all the right levels, whilst retaining realism and up to the minute industry experience. The training provided by MG Sales Performance has always had an impact on results both in terms of improved sales performance and personal development, including my own. Whether running training series, bespoke company packages, or just simply doing a short and sharp refresher at an annual conference, I am always pleased with the results.
Paul Harnedy, Regional Director, Barceló UK

SACO

MG Sales Performance have worked with SACO as our training partner since 2007. During this time the partnership has grown from strength to strength as MG have taken time to develop a deep understanding of SACO's core objectives and strategic direction. This has enabled SACO to run training programmes that are an exact fit for our business, helping us deliver our key critical success factors which are based around customer service, people, innovation, brand and revenue.

MG has provided us with coaching and training programmes to develop our sales teams, central reservation and front desk teams, management and senior management teams. Each time our requirements and objectives have been discussed and fully understood and then a training programme developed to match the requirements. Delivery methods and styles are hugely varied, innovative and engaging – which is always reflected in the positive feedback from all delegates and how well the learning from the training is sustained back in the work place. Specifically our reservations mystery customer experience scores have improved from an average rating of 'acceptable' to an average rating of 'good'. Following our leadership programme we hear our managers approaching conversations differently, there is improved communication across all departments and there is a really positive buzz in the air.
Jo Redman, Sales & Marketing Director, SACO

Park Plaza

MG Sales Performance is a tried and trusted solution. I like the pre and post work that goes into every training course. There is a genuine attitude of care. MG really get under the skin of the company and it's people. They have an understanding of how important it is to have structure. The team is now putting into practice what they learnt and are achieving great results through objective setting and probing.
Manju Goel, UK Director of Sales & Revenue, Park Plaza Hotels

Meet Heart of England

After considering several mystery shopper providers, MG Sales Performance proved to offer the specialism within the industry. We felt that their experience and expertise allowed them to fulfill the requirements of our brief. We were extremely happy and we have booked to continue the mystery shopper and subsequent training for all our member venues.
Claire Williams, Meet Heart of England

Our overall aim was to improve quality standards across venues. Training sessions were friendly, relaxed & informal but MG's experience and knowledge shone through. Everyone went away feeling inspired and having learnt something new. All member feedback received was positive and we hope that many of our member venues will now look to improve the standards of service they offer.
Claire Williams, Meet Heart of England

Carlton Hotel Group

After our consultation with MG Sales Performance we were impressed. The course had been tailored for the specific needs of our organisation. The content was balanced between group exercises and presentations and it was evident that the material used was the fruit of careful research and collection of best practices and sound techniques. The participants were not bombarded with an exaggerated amount of information but were instead involved and participated actively in the training.
The most effective aspects of the training were the references to real world facts. That captured the attention of the participants and stimulated them to think where the proposed examples could best fit into our own environments? Our reactive selling strategies have improved and become proactive in nature. Using the techniques that MG Sales Performance have provided our team, they are now focused on converting every sale by identify the key customers needs.
Group Revenue Manager, Carlton Hotel Group

Sol Melia White House Hotel

The training was specific to the hospitality industry, with sales and negotiation being the key strong points. All the trainers came with extensive backgrounds and experience in the hospitality industry on top of other relevant skills in training, public speaking, and psychology.
They were able to reach out to all individuals in the audience, slightly adapting their methods of communication to the individual needs. The training was extremely well delivered in a very friendly and relaxing fashion, putting the participants at ease and inspiring them to learn and improve. It has enabled the sales team with skills and confidence to handle the highly challenging rate negotiation process with corporate accounts.

We have been able to achieve an increase in both rates (on average 7%) and market share within the corporate market. We have recommended MG Sales Performance to other departments within our company.
Director of Sales

Apex Hotels

We chose MG Sales Performance based on their strong results driven reputation within the industry and their knowledge and experience of the subject matter. Apex Hotels also had prior experience of working with MG Sales Performance within other areas of the business, which also assisted with this decision.

The training content and presentation of the course was first class. Allowing delegates the opportunity to practice the theory of what they had learned in the course was extremely beneficial. As was the feedback provided by peers and trainers. Whilst some delegates initally squirmed at the thought of their call being recorded and then critiqued by the group, each and every delegate took a huge amount away from this. It also provided a team building opportunity.

All delegates confirmed that this course had been one of the most beneficial they had ever attended. The training identified both our strengths and weaknesses so that after the training the relevant coaching could take place. The course raised the competitive awareness of participants. Since the training we have seen an increase of 26.5% in our Individual Test Call results.

Overall, the training has had an extremely positive effect on all team members who attended. The team have been provided with the knowledge and skills to ensure they win business in what is a difficult time. The presentation of the course content was first class and the practical sessions extremely well organised and delivered. I would not hesitate in recommending MG Sales Performance; their team were fantastic.
Group Events Manager

The Kings Ferry

Wow, what a day! Helen 'discovered' exactly what we were looking for in terms of training for our Reservations team and exceeded expectations yesterday as she and her colleague delivered a bespoke course to my whole team. In short, I would have no hesitation in recommending Helen and the rest of the team at MG Sales Performance and I am totally confident that our investment will provide an extremely high ROI. So glad I met her at dinner at the ITM conferencer. Sometimes you get a gut feeling and glad to say I was right on this one!
Sales Director

Twickenham Stadium

I had been on MG Sales Performance courses in a previous role and I liked their format. I wanted to use a company that I had knowledge and experience of for my team. The training takes you back to basics but the methods used are very thorough with theory and practical which work well together.

The participants have gained a greater understanding and knowledge of qualifying clients, understanding their needs and they have certainly put this to use in their client appointments. It has made them think more about the questions they should ask. The business has benefited because the whole team has been through the same process. We have seen a 20% increase in the qualification process of our clients requirements and I hope this will continue to improve.

The team at MG are always very supportive and helpful in terms of assessing your company's needs. As a company they like to understand your business and tailor make the training to your objectives, rather than offering 'set' training courses, which I believe is the best way forward.
Sales Director

Gulf Air

We selected MG Sales Performance because they took the time to fully understand our brief and tailored the course, content and delivery to match our requirements. It was also important to us that MG Sales Performance is the appointed training provider for the Institute of Travel Management.

The course was well structured across the two days. As a result of the training my team are more focused and are equipped with the appropriate skills to approach the business with a more confident and results driven attitude.
Sales and Marketing Manager UK

Thistle & Guoman Hotels

MG Sales Performance understood our business needs better than the other companies we had shortlisted. They offered a unique approach; small groups with practical solutions which led to more lasting improvements in sales performance. As a result we now have a team all working to the same methodology, with a base skill set which is ahead of our competitive set. We also have year on year productivity improvements of 20% and a revenue improvement of 12%. MG as a company takes the time to understand your strategic goals and then tailor their impressive tool kit around your requirements. I've used them twice now and will use them again.
Director of Sales & Marketing

Jurys Inns

We chose MG because of their reputation within the industry. The training was excellent and the tailor made solution really suited our business objectives. Overall as a group we achieved our objectives; to raise rates to our budgeted percentage (thanks to the training by MG). All attendees directly attributed the successful outcome of their negotiations to the training. It has been refreshing to work with a training company that understands the pressures of a large organisation and is able to make the entire training process hassle free.
Head of Sales

Park Plaza Hotels Europe

Having previously worked with MG Sales Performance, I knew that the training would be relevant to the real world, delivered in a professional manner and that the simulations would provide an excellent learning environment. Having actually undertaken a number of the courses myself, I believe that the simulation and the review process significantly enhance the learning experience of all the attendees, as was the case for myself. I received numerous pieces of feedback and examples of where negotiations had been more successful as a result of the training, to the point where individuals were quoting the different approaches they intended to use in their particular negotiation and clearly setting out their objectives prior to their meetings. In my view the quality of any training reflects the ambition and intent of an organisation to develop it's people and I knew that MG's professional approach and high quality training techniques would demonstrate to the team that Park Plaza is committed to developing it's people.
UK Director of Sales

Barceló UK

The training has been excellent. Very structured, well planned and well executed. For the business, it's been excellent. We have increased our BDRC scores to a level better than most competitors. We are absolutely certain this is due to the impact of MG Sales Performance. Reservations test call results have also improved and are comparable with the very best out there. Mystery Show round scores are excellent.
Revenue & Distribution Director

Royal College of Physicians

We were disappointed with our BDRC results and wanted to find a training company that understood our business and could help us improve our ratings. BDRC suggested MG Sales Performance. My team found the training very helpful and, most importantly, enjoyable too. As a result of the training we have been implementing new standards and systems and have been delighted to see our BDRC scores increase from 3% to an amazing 94%. The training was well structured and we had an excellent trainer.
Meetings & Events Manager

Macdonald Hotels & Resorts

We used MG Sales Performance to support the "Manner & Approach" section of the BDRC criteria and to improve our overall score within the Industry, but ultimately to increase conversion within the Conference & Events departments supporting top line sales. The training was very structured with good examples allowing the delegates to interact at ease. The key areas were covered with enough detail, but without overloading the day. It was pitched at a level for a varied group and provided clear guidelines on how to improve call handling techniques. Manner & Approach scores increased 17% from the average of the 3 months prior to training, to the current 3 months. All except 1 Hotel achieved 100% on the Manner & Approach section in the month following the training. The company increased performance by 6.25% overall for Q2 with only 6 Hotels below the industry average, as opposed to 11 in Q1. The trainer was very knowledgeable of the industry and overall feedback from the group was that they found it very interactive without the use of role play.
Regional Revenue Manager (Scotland)

Barceló UK

I have found that the training has overall had a positive effect on the team members who have attended. Having attended one of the courses and from feedback, I have found the methods used work well and allow the team members to put them into use when they are back in their work environment. The training has a mix of theory and practical which ensures that it captures/keeps delegates attention throughout the course.

Overall the training has had a positive impact on the business. We have seen an increase in BDRC Test Calls with 12 Hotels and Central Events Desk achieving the benchmark of 85% in May's Test Call results, which I believe has been impacted by the courses run by MG Sales Performance. In general, the team members who have attended the courses or 1-1 coaching feel more confident and are beginning to negotiate rates more effectively.
M&E Sales Development Manager

Marston Hotels

The feedback from the training itself was excellent. We received nothing but positive comments from everyone who attended the training but still being slightly sceptical, we went back and analysed the past 13 months' results for each hotel for their conversion of enquiry to provisional and confirmed. We were amazed to find that our conversions from enquiry to confirmed bookings had grown by 7.2% across all hotels as a total, some being higher than others. This meant in real terms, that the investment made more than paid for itself and we have since seen our conversion rates continue to climb and there are now nearly 12% more conversions from enquiry to confirmed some 5 months down the line from the initial training. My only comment to any prospective company looking at using MG Sales Performance to increase their staff's conversion and negotiation skills, would be; "What on earth are you waiting for? Sign up now, it works".
Sales & Marketing Director

Macdonald Hotels & Resorts

I would like to let you know the following outcomes from the training you have carried out for the sales managers within my region of Macdonald Hotels. They have become much more focused and targeted with regard to Account Planning. They are achieving much higher account penetration and the accounts for the year are much more detailed with achievable objectives attached to each accounts. This activity has resulted in higher overall sales per account, which shows in the overall sales for their individual hotels. After the training session, without exception, they are all very motivated and ready to tackle the opportunities facing them.
Director of Sales (Scotland)

De Vere Hotels

Based on recommendation and relevance of the training required we selected MG Sales Performance. Their training was excellent for the modules they provided. The sales team now have a more structured approach, increased confidence, and an understanding of the importance of account planning. In terms of results we have seen the following:

Call Appraisal scores have increased by 20% since the training
Village Hotels achieved accommodation sales budget in the first 6 months
De Vere have seen excellent year on year sales growth since the training
Six people within the central sales function have been promoted internally into more senior roles since the training

MG Sales Performance listen to the needs of the customer and adapt to their requirements. They work well in large or small groups with an interactive approach and apply appropriate pressure on the teams to achieve results.
Director of Sales

Premier Travel Inn, Whitbread

I found my three 1:1 on sessions with Mark extremely useful. Mark has an excellent manner, which I really bought into and because of this we were able to explore and challenge areas of my working life I had not really focused on before. Following my sessions with Mark I can honestly say I carry out the vast majority of my business conversations in a far more thoughtful and constructive manner. This has allowed me to become far more effective in my role and therefore achieve my targets with greater ease. Mark made me consider all aspect of my communication with work colleagues and clients alike. I had at the time just moved into a far more challenging role and Mark's coaching sessions helped me to tackle the role and it's challenges head on. I still have my notes from our sessions printed out and on my desk, I refer to them almost daily to remind myself of the process discussed. I have also begun to instill these same processes into my direct reports; particularly around influencing behaviour, which I am sure, will make us a far more productive team.
Head of National Accounts

Spring Fine Foods, London

I thought the coaching was very good. It is very much a case of discussing things so that you actually end up working out the answers yourself. Mark sat and listened to me and prompted me to think things out for myself. If I wasn't going to work it out though, he would give me a hand. It is hard to quantify results, but I have seen a difference in how I am treated by more senior members of the team, as well as more junior members. I feel I operate in a much more professional manner now and am contributing much more to the company. In turn, I have seen my own standing improve as well as my income. I spend my time better now than before I had the training. I wasn't at all sure about having 'coaching' as I though it meant I had failed. Having spent just a few hours with Mark I would recommend it to everyone.
Purchasing Manager

Prestonfield

Further to the sessions spent with Mark Gallen, I have found the overall experience very positive. Some of the points we discussed were already being looked at by myself and Alan and I have found Mark to be a catalyst in completing these. Mark helps bring a more positive outlook to the workplace and is a good listener with some very good organisational ideas. His training leaves a feeling of empowerment and control.
Events Manager

Village Hotels

MG Sales Performance were very interested to hear exactly what I wanted to get out of the training, and the type of sales managers that the training would be delivered to? They also completely understood and agreed with the fact that the training had to deliver a ROI. They then went away and came back with a truly bespoke training proposal that took into account all the factors that I covered, and the differing skills and even different types of market that each sales manager sold to. The training was very specific, bespoke, skill based, thorough and related to the real world. In particular the actor based simulations, forced the sales managers to respond to real life situations using clear specific and portable techniques. The impact of the training has been excellent. Prior to the training the sales managers were very reluctant to carry out any telesales activity at all. Now they all, without any prompting, ensure that as a team they carry out at lease one telesales blitz a quarter. Although it is very difficult to attribute growth only to the training, it is a fact that the team has grown new business revenue by over 20% versus the previous year.
Ian Thomas, Sales Director

QMH Hotels

MG Sales Performance offer effective training courses that have been well researched through their training needs analysis approach. Courses are for a maximum of six delegates, which offers individual learning through interactive simulations. These simulations reflect the true nature of situations in the real world, whilst encouraging reflection and self-appraisal and mutual critique of team members. We have found these methods allow our Team Members to learn more effectively and retain the key messages long after the completion of the course.

Each year QMH Hotels undertake a confidential team member survey. The results of the survey were taken after which the majority of the team had undertaken the fundamental courses agreed and delivered by MG Training, the result speak for themselves:

96% of the sales team said YES to the statement - 'I feel properly trained for the job that I do.'

The field sales team are measured through a set of robust Key Performance Indicators. One of these indicators is quality of sales appointments and these are scored following a joint appointment with sales team member and line manager.

There has been a marked increase in quality since the training and many team members regularly exceed the target of 80%.

MG Sales Performance were accommodating to our needs, they have involved and consulted with all Heads of Department and have provided tailor made courses. Theyalso have provided coaching skills to our management team to ensure the training remains live in the business.

Head of Sales

Accor Hotels

We faced a number of challenges when looking at the development of our UK Sales Team. Namely; people with different types of role and background and various levels of service and sales experience. Our objectives were clear, to raise skills in key competency areas including negotiation, call structure, and major account planning.
We talked to a number of suppliers, selecting MG Sales Performance, whose solution on paper seemed the most appropriate. The reality exceeded our expectations on a number of fronts. The pre-course training needs analysis was detailed, and was the first step in ensuring the group dynamics worked, this was helped by excellent course delivery over the 2 weeks.
Having now assimilated the feedback from the courses, it is clear that overall the delegates found the content to be relevant, acquiring tools and techniques that were transferable to the work place. Our people were very motivated both by the trainer himself and the style of the group work. Role playing activities were handled in a sensitive and professional manner, allowing a safe environment to practice new skills. We have already seen results in terms of increased confidence to employ new skills in the context of customer meetings.
We evaluated the effectiveness of this training investment by conducting field sales assessments and reviewing the results from re-negotiations. We are very pleased with the marked improvements in both these areas, along with a palpable feeling of confidence and conviction around the team. I look forward to working with MG Sales Performance again.
Regional Director of Sales

Barceló UK

The training is challenging and innovative, designed to stretch the delegates and ensure that they put what they have learned into practice. Detailed quantifiable feedback after the training is useful for appraisal processes. Our Reservations test call results have grown by 11% YOY from 67% to 78%. I find MG Sales Performance to be a very attentive and approachable company to work with, who are always willing to be flexible. I also appreciate the level of two-way feedback that this professional relationship allows.
Quality & Standards Training Officer

Premier Inn, Whitbread

We chose MG Sales Performance because they were able to quickly understand our very specific business issues and develop a highly tailored training solution at a very competitive price. Both the training and methods used were highly effective, taking every team member's learning style into consideration. As a result of the training, there has been a 20% increase in our call to meeting conversion ratio, as well as a dramatic improvement in confidence and team motivation. These changes have impacted equally both with internal and external customers. MG's attention to detail in terms of researching our business, our people and our customers, coupled with their industry experience, provides for a very effective and long lasting learning experience....
John Kerslake, Director of Sales

Royal Garden Hotel, London

It was a fantastic course. I felt it was very relevant in today's market and gave me some great tips on working differently.
C&B Coordinator

Park Plaza Hotel County Hall, London

Definitely relevant as I have learnt many useful ways of how to work with and understand our clients. I would recommend to others.
M&E Executive

76 Portland Place, London

I found the course extremely useful and very good value. It highlighted the importance of having a strong sales team, especially in the current economic climate. I intend to send all of my team members on future courses run by MG Sales Performance and I am confident that our conversion rate will improve as a result.
Venue Manager

Historic Royal Palaces

I attended the course 'Cold Calling for the Recession' and was very impressed by Helen Sandman's training style. Having had little experience of cold calling as our sales have historically been very much reactive; by the end of the day I had the confidence to become more pro-active. Helen is a very adept and insightful trainer and uses a variety of helpful methods, including role play, to explain the practice of cold calling. Her advice has been extremely useful and I am sure it will help us to improve our business this year. I would strongly recommend her training to any venues looking to improve their sales and attract new business. I hope to have the opportunity to work with her again in the future.
Events Manager - Kensington Palace and Kew Palace

The Honourable Society of the Middle Temple

Middle Temple selected MG Sales Performance having been impressed by their presentation at a Unique Venues of London meeting. The methods used by MG Sales Performance were excellent and we are already seeing a noticeable improvement in enquiry conversion and general telephone handling. Helen Sandman is a credit to MG Sales Performance. She is an excellent trainer and I would have no hesitation in recommending her and the company in the future.
Director of Catering and Marketing