Supportive Sales Environment

A successful sales and selling strategy that supports the business goals by delivering predictable business growth should be built from the following main components:

  • A rigorous and continuous approach to generating consistently high quality leads.
  • An effective approach to handling those leads turning them into new customers.
  • A bidding process that optimises your chances of winning the deals you want.
  • The means to produce realistic sales forecasts providing a predictable view of the deals that will come in, how much they will be worth and when they will close.
  • Having won the first piece of business the next stage is to set about developing a permanent relationship with the customer; a repeat user of your services or products.

The most productive approach to business development will be found in; businesses grown through farming established customer relationships creating new opportunities while never losing sight of the importance of hunting for new potential customers and opportunities.

Hunting + farming will deliver the optimum return for the investment in sales, selling and marketing capability.

Two final pieces provide a game winning strategy.

  • The methodology, go-to-market strategy and associated process that lock the whole thing together providing a fully integrated, sales and selling “production line”.
  • The people that undertaking the; marketing, sales and selling roles. While it may seem odd to mention the people last, experience informs us that investment in people before the rest of the operation is functioning effectively is often a wasted investment.

The right environment, built from the components outlined above, will help the people to be consistently productive while an incomplete or disjointed environment will hinder even the best people.

If you would like a confidential conversation on a specific sales topic, then just drop us a line or give us a call.

Services Summary

Click on your area of interest to learn more, or to take your first move.

soln & svcs

on-line self assessment Telephone Consult Scoping and Needs Assessment Scoping meeting Boardroom Support People Market & Proposition process & methodology leads through to deals Sales Performance Transformation bespoke sales academy outcomes/case studies
Note: Hotspots require javascript to be enabled

Improving Sales Force productivity during a renewal or growth phase

As the economic turn around is allowing companies to think about growth once more, the same old challenges of growing and maintain an effective sales and selling operation are still there to haunt you. The improvement in the jobs market may well increase your staff churn which makes the job of creating a stable or expanding sales and selling platform even harder.

  • Do you foresee your growth plans being limited by the capacity of your sales force to keep pace?
    No, really!?
  • Is dealing with churn in the sales force distracting you from achieving your business goals?
  • Do new recruits resist the switch to selling “your way”? Are you showing them your way?
  • Are you getting payback on budget and time spent training the sales team?

New intake intake cannot become your staff, working your way, unless you put in the effort to develop consistent selling and sales management skills, closely aligned with your operational environment, for all customer-facing staff.  An essential foundation for this to be successful will come from the introduction of your own sales and selling methodology and associated processes.

The essential components in the creation of a successful sales team are; a well executed recruitment & selection process, thorough induction/on-boarding process, commitment to on-going development based on systematic training supported by regular coaching, and committed sales leadership that recognises its primary responsibility is to help their direct reports to perform more effectively with continuous improvement being the driving principle. The final components that help to ensure success are a fully integrated sales & selling process, and a customer centric proposition.

If Sales isn’t your primary strength our Sales Academy offerings are designed to equip you and your company to recruit, train and develop a sales force with professional selling and sales management skills capable of powering your growth plans. For companies with an established sales capability the Academy can provide new and original ideas and approaches to super charge what you already have.

Basic Scope of an Academy

Basic Scope of an Academy

Drawing on talent from either raw recruits, experienced sales people from other industries, or those who wish to be cross-trained into sales from other disciplines, the service covers the complete sales organisation from basic telesales through to senior account managers, sales managers and directors.

Delivered initially as an outsourced service, you have the option to take the functioning academy model in-house at an appropriate future date or continue to use us to provide the service.

“I just wanted to write formally to thank you for delivery of a first class project. In every step you have been a pleasure to work with and have delivered on everything you offered – and more.” June 2015

Let our experts help you through the challenges of recruiting, inducting/on-boarding and developing your ever evolving sales force.

Contact us now to discuss how we can help you!