Every representative thinks that he or she has a brilliant relationship with most of the customers that they deal with on a regular basis. When you question them about this relationship they get very defensive and guarded. I wanted to launch a whole new initiative that pushed the ownership and the responsibility on each representative to search into how good that relationship actually was.

A major sales conference was picked to launch this issue and we needed something that would make a big impact, but would also come from an independent source. What they didn't need was the National Manager launching something that they felt they were already very good at - we decided on Roy Sheppard.

The gamble when you pick an after dinner speaker or a motivational presenter is that the message is delivered but all tied up in a very slick presentation that sounds wonderful and very funny BUT is, in fact, a very difficult message to build into the culture of the team.

Roy's message is a simple one, but a very effective one.

Following some research with myself and some contact with the sales force, Roy managed to overcome all of these barriers and get the whole sales force to think about themselves in a totally different light. Getting people to talk well of us behind our backs has now become a buzz-word within our Company. The ideas have started to flow and the defence from the sales force has been dropped.

We now have active development of each relationship and the sales force want and demand more knowledge. 

I wouldn't hesitate to recommend Roy as the catalyst to start something; but beware, if all you want is to fill a conference agenda with some very entertaining and enlightening examples of how to build a relationship, and also how to destroy one, then Roy is your man. But if you want much more than that, then Roy really is the right person to make you take that first difficult step.

Thank you Roy Sheppard - I hope you know what you have started. I think you do!"
Mark Welsh, National Sales Manager, Smith & Nephew Healthcare

"I have just returned to the office following our tremendously successful One Baxter meeting that you facilitated so brilliantly yesterday. I have been talking to a number of my management colleagues and delegates at the conference and the unanimous verdict is that you did a thoroughly outstanding job interviewing the management group. Your confident yet relaxed manner inspired my colleagues and myself and ensured that we conveyed our views successfully to our audience. I am convinced that the delegates genuinely identified with the questions you asked and that you succeeded in tuning in to exactly the right wavelength. I am sure that it will not be too long before we are working together again. In the meantime, my thanks for your stimulating input and the support you have given to Baxter in order to help make this event such a memorable one."
Bill Davey Managing Director, Baxter Healthcare Ltd.

"...a big thank you for your active, professional and most of all helpful participation in the Advisory Board meeting in Paris. Your capacity to absorb information, monitor and control the albeit small audience was truly impressive. As an initial meeting of the group, we were all pleased with the outcome, and actively look forward to the next meeting to more firmly cement the relationships".  (Roy was subsequently booked to moderate the same meeting with 15 of Europe's most senior Orthopaedic Surgeons in Warsaw, Indiana, USA, London and Rome, Italy).
John Cresser-Brown, Director, Clinical and Technical Affairs, Zimmer Ltd 

"Once again, thank you for your engaged listening, clear analysis, and actionable recommendations based upon your personal successful experience. I know that as we carry this forward as a team we will also benefit as individuals. We will be in touch again shortly as we refine our presentation portfolio." John Cresser-Brown, Director, Zimmer Institute, Europe/Asia Pacific.

"Sincere thanks again for all your help, support and excellence at our conference this week. You were fantastic! Look forward to working with you again." Chris Isherwood, Sales and Marketing Director, Fresenius Kabi

"Roy facilitated our National Sales Conference "in the round" as we wanted an open and honest approach to share the concerns and issues facing the team and agree what has working for us as the clear market leader.
Roy staggered me as within the first day of interviewing key managers in preparation for the conference, he had already established a non-threatening rapport and most importantly had a grip of us as personalities, our business and the ISSUES. I will always remember his catch phrase "Don’t worry I am here to make you look good". The conference required very little rehearsal as the process was entirely led by Roy with his intuitive and incisive questioning of the key managers and the audience. The fresh air that the open style of the conference created has been incredible. A number of people commented to me that they learned more in two days than they had in years with the company." Graham Crawford, National Sales Manager, SMA Nutrition

I would like to thank you once again for coming to Amsterdam last week, and for making our Philips Healthcare Day such a very memorable event! Your contribution has been absolutely outstanding. Your focus on the overall objectives, constructive teamwork and sincere interest in all relevant business and personal details has again inspired me. I know I put you under great pressure at dinner, but can safely confirm to all that I really do consider you to be the best moderator I know! It is such a pleasure to work with you and I am still honoured that you wanted to support us at this meeting. Wilko Coers, Managing Director, Meducom.