"There is a real lack of quality digital sales staff," said XL managing director Ian Swarbrick (pictured). He cites recent research conducted by Harvard University, which concludes that sales negotiations can improve five-fold with formal training. The research says that over 70% of all sales professionals have had no training.

The course, which will take place at Xerox's Veritas House on 23 and 24 February, will tackle digital trends, selling strategies and revenue opportunities in the industry.

The course has been reduced from 659 to 495 for the first 12 delegates and will repeat on 23 and 24 March.

"For years, sales training has been turnover focused," Swarbrick says. "We offer the full service, in both training and staff retention, and a longer-term solution."

XL has signed up trainers including Greengrove managing director Patrick Mathe and pre-press expert Tony Suckling.

Swarbrick said XL was the first UK firm to offer in-house digital sales courses, and is currently teaching sales staff at Manchester's Pelican Press and Oxford's Lynx DPM.

XL is also offering one-day courses to BPIF members and non-members at its London, Bristol, Birmingham and Wakefield offices.

For further information about the course, email training@xlrecruitment.co.uk.

Two-day Course Modules
- Digital Trends and Customer Needs

- Identifying Digital Applications

- Having the Technical Know-how

- Consultative Selling Strategies

- The Power of Variable Data

- New Revenue Opportunities

- Role Play for Skill Building

- Next Steps/Summary/Wrap-Up