Just some of our sales related services are listed below; they are all aimed towards establishing a structured and cohesive “sales strategy” implemented by “strong and focused leaders”. In just a short space of time we can help you make the kind of changes that will instantly begin to affect your conversion rates and revenue generated.
Coaching to boost sales effectiveness
If your revenues have dipped and you’re not a ‘seasonal’ business and there are no apparent environmental factors at play, it could be an indication that your sales strategies and company goals are inconsistent with one another; or alternatively it could be highlighting the need for some sales coaching.
We can work with your salespeople to define goals and strategies that will maximize sales energy, focus and engagement. We can help them develop habits that allow them to attain their goals, prioritise activities, and optimally manage their time. Perhaps most importantly, we can encourage them to own their development potential, to be able to objectively assess their current capabilities and define their needs for skill, knowledge, and attribute development.
“In recent research, coaching was rated ahead of sales training, new customer acquisition and cross-selling/up-selling as being the activity to most influence sales performance. In fact, the findings revealed that high performing companies provide 15 per cent to 20 per cent more coaching than under-performing organisations.”
Sales process and conversion
The combination of the internet, social media, and the experience economy has created a very savvy, well-informed customer with high expectations; we can help you understand your target customer’s buying process and how they want to be engaged. We can then help you to create a sales process that is defined by buyer validated actions, not simply on sales person’s interpretation or ‘gut feel’.
Simplicity and flexibility is key throughout:
- simplicity in order to prevent opportunities sitting inconsistently in different stages of the process due to stages lacking clear definition and pipelines being over-inflated;
- flexibility such that the sales process can be truly customer-aligned and adapted as customer buying habits and processes evolve.
Sales leadership and management
Data – Vision – Empower: We can work with your sales leadership to help them correctly interpret and manipulate critical sales and market data; define your company’s sales vision and strategy; and empower their teams to deliver against targets.
With our coaching, even seasoned sales leaders will be better able to objectively critique their own performances whilst making improvements in sales effectiveness by setting goals, objectives, and priorities for their teams, and empowering their sales managers and salespeople to succeed.
“Successful networking can help you to raise your profile, meet new customers, develop your knowledge or skills, explore new ideas, find investment, establish partnerships, build a presence in other markets and source new suppliers. Given sufficient time and energy, your networks could become one of your business' most valuable assets. Make a start by thinking about your business needs and who could fulfil them.”
Surprisingly few SMEs have a networking strategy, and without one, they are failing to tap into an incredibly cost-effective and productive route to market that can generate an astonishingly high proportion of their new business.
We can work with you to define and execute your networking strategy, identifying:
- your reasons for networking i.e. what do you want to achieve? Generate new opportunities, gather vital information about your market, raise your company profile, etc;
- how many contacts you need to make to achieve each networking objective;
- “who” you should be networking with and “where” you can find them.