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Sales Performance Transformation

Enabling the whole organisation to sell effectively

We do not subscribe to the commonly held view that selling performance is all about the sales people, their skills and their compensation.

Critical as these things are, all eight elements of this model influence performance and the ability of the operation to perform to its optimum.

By addressing all eight elements our solutions assure the capacity of the selling engine is sufficient to achieve the key targets for the business.

We also understand selling as a team role.
The sales person may be the prime customer interface, but they need the support and assistance of most other departments in an organisation in order to truly succeed in satisfying the customer:

• Finance to provide compelling finance/payment profiles and ROI/TCA/TCO calculations.
  
• Delivery to ensure the feasibility of an implementation plan and  provide insight for innovative solutions.
  
• Customer Service to monitor the pulse of the living contracts and flag opportunities for extending relationships.
  
• Legal to create fair and reasonable contractual terms to maintain a partnership (win-win) approach.
  
• Administration & Operations to facilitate a smooth & timely end-to-end process and to flag issues at the earliest opportunity.

Our Sales Performance Transformation programmes first assess the current situation and opportunities for improvement across the eight elements of influence, then implement appropriate components to create an effective selling operation based around Performative Structured Selling ®, but without discarding that which is working well.

Starting with Market, our implementation process would normally work anticlockwise, leaving the People and the Leadership & Management until the environment has been created in which their new skills will flourish. More ...

 It is forecast that 3% - 4% of businesses will fail in the current downturn which means that at least 96% will not fail – be one of the 96%!

In turbulent times those who look to prepare for the upturn through focus, robust processes and development of their current talent, are those who will survive and thrive.

Commercial Director, leading Winter Risk Management company ...
"The business had been growing very quickly but the issue that we were struggling with was how to grow the business in a more structured and predictable manner.
Since 2009, Performative have worked with us on a number of projects focused on improving the performance of our selling operation. This included; the development of a complete new business selling process, two recruitment projects for new sales people, and sales training programmes for the sales people and our regional operations managers.
Performative have unquestionably helped us to become better focused and more structured in all aspects of our selling activities. This has enabled us to accelerate the growth of the company with certainty which is a great foundation for planning and investing in our future.
Throughout the period of involvement with Performative we have found them very supportive and responsive and they have provided advice on a diverse range of topics.
They are a great partner to have. "
 

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