We're in the business of improving sales results in the business-to-business world, mostly for private equity-backed businesses who are driven by a need to outperform previous years or even sometimes their own market.
Our input usually involves a mix of workshops, in-the-field coaching and process and tool development, depending on what is appropriate for the sales operation in question.
Knowledge
- Who do you want to sell to and why?
- What does your ideal opportunity look like?
- Where might you best find them?
- What have you got for them and why should they be interested?
- Who might the competitors be and what do they have?
Skills
- Are the selling skills appropriate?
- How good are the tools that support them?
- Do you need hunters or farmers or both?
- How do you handle key accounts?
Activity
- What are the key sales activities and how much of each do you have to deliver to succeed?
- How do you know if you are off plan before the order book feels the impact?
Sales and marketing processes
- Have you defined the values you'd like customers to associate with your brand?
- Are the processes clear, easily understood, scaleable and repeatable?
- How well are they managed?
Attitude and commitment -
- What is the appetite for change across the organisation and is it sufficient within the sales operation itself?
