B&Q

As a leading home improvement retailer, B&Q recognised an opportunity to strengthen sales performance across its showroom teams by investing in targeted skills development.

The business identified that many sales colleagues had not received formal sales training, creating a challenge when it came to maximising conversion rates, increasing average order values, and delivering consistent commercial performance. B&Q wanted a solution that would not only develop sales capability but also align with its wider business objectives, customer experience standards, and organisational values.

To achieve this, the business required a learning partner capable of designing a programme tailored specifically to the unique needs of its showroom environment.

B&Q partnered with Apprentify to design and deliver a highly customised Level 4 Sales Executive programme focused on improving sales capability and driving commercial performance across its showroom teams.

The partnership began with a detailed discovery process, during which Apprentify worked closely with B&Q to understand the organisation’s goals, sales environment, and existing skills gaps.

Using these insights, Apprentify collaborated with B&Q to create a bespoke programme that combined the requirements of the apprenticeship standard with the organisation’s own sales processes, customer engagement approach, and business behaviours. This led to a learning experience tailored specifically to the realities of B&Q’s showroom environment, ensuring colleagues could immediately apply their learning in the workplace.

The partnership has delivered measurable commercial impact for B&Q, demonstrating the value of investing in workforce development as a driver of business performance. 

The first cohort achieved higher conversion rates and average order values, generating an estimated £800,000 in additional revenue over 12 months.  

Beyond financial performance, the programme has helped B&Q create a more skilled and confident sales workforce while embedding a consistent approach to customer engagement across its showroom teams.