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Rand-Air, together with Atlas Copco’s rental division, has created a MIRS (Master in Rental Sales) training programme to develop promising talent in the organisation. The first international MIRS training was held in 2017, with 16 promising, high-potential sales engineers attending.

The training was offered by internal specialists as well as external trainers. The internal specialists focused on the essential “hard skills” such as products, applications, segments and sales tools, among others. The external trainers presented courses on the indispensable “soft' skills”, which are equally essential at every stage of the sales process.

Rand AirSept2018DeniseOlivier

During each session, the in-country hosting team shared their regional best practices, such as local success stories with product and segment insights, usage of sales tools and tailoring sales efforts to ‘fit’ the local market and environment. With each module, participants grew from being a 'sales representative' to ultimately graduate as  a fully-fledged Rental Master. Besides the essential skills and learning which they gained, participants were also tasked with reporting on their own personal development.

“It was a very intensive course, with a lot to take in and to put into practice. However, I have done so this year, and will increasingly benefit from this training as time goes by,” says Denise Olivier, a Rand-Air external sales representative based in the town of Kathu in the Northern Cape. Over a period of six months, she attended the four one-week MIRS training modules in Thailand, Belgium, Brazil and Dubai.

During the MIRS programme, Olivier was taken through the building blocks of the sales process. Each of these building blocks represent one of the essentials steps that need to be considered when approaching, presenting or concluding a sale. A key component of this is gaining a precise understanding of the client's needs and then ensuring that these requirements are met to the letter.

“To me, it is all about building that vital relationship with our customers, and ensuring they have a really excellent experience of our solutions and our service. This training is very practical, as participants gain knowledge in both 'hard' and 'soft' skills; which equipped us with all the right tools and knowledge to further boost our customer relationships and ultimately, our performance. One thing I have learned is that, after the MIRS training, I am more than a sales representative – I am now a Rental Master and sales professional," Olivier says.

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