Citation
(2006), "Lex Academy provides good results", Industrial and Commercial Training, Vol. 38 No. 3. https://doi.org/10.1108/ict.2006.03738cab.002
Publisher
:Emerald Group Publishing Limited
Copyright © 2006, Emerald Group Publishing Limited
Lex Academy provides good results
Lex Vehicle Leasing has seen a 28 per cent increase in the performance of its regional sales team three years after the company set up its in-house training programme.
Sales-team members who have reached level 3 or higher in the four-level self-development programme have achieved the improvement, which has been worth in excess of six figures to Lex in increased sales revenue. As well as helping to increase revenue, the progress has helped to expand both the company’s vehicle-fleet size, to 169,000, and the number of customers served.
“The initial aim of setting up the Lex Academy was to encourage colleagues to focus on their own development, with our help, and then demonstrate their competence and capabilities against set business standards,” explained Steve Moss, Lex HR director. “Some 60 per cent of our 24-strong regional sales force has reached level 3 in the Lex Academy over the past three years and more than 100 sales colleagues have gone through some form of training. The increase in sales performance is proof that our sales colleagues have bought into the scheme and, more importantly, improved their skill base.”
Looking into the figures in more detail, Lex saw that it was sales people with fewer years’ experience who have embraced the Lex Academy training and who have made most progress. The sales people who have reached level 3 have, on average, a total of four years’ previous sales experience, while those at level 1 or lower have seven years’ sales experience.
Level 1 is for a new starter. Level 4 is for a senior person or specialist in his or her current role, or for someone who is preparing his or her next career move. Each of the four levels consists of a number of modules, designed to provide some focus to help colleagues to think about specific areas of development to improve skills, knowledge and capability for the role.