Create and Maintain an effective Sales Team

Research suggests that every time an organisation loses a sales person, it can cost between £250,000 and £500,000 in replacement and lost revenue.

Do you need knowledgeable assistance with the design, planning and management of the sales recruitment activity at a sensible price?

Are you getting value from time spent on training the sales team?

Recruiting the Right Sales Team

We can provide you with a recruitment solution for both sales and sales management.

For a more effective candidate search, we work with you to understand your company and its proposition, the role to be filled and the type of person best suited to that role.  We will then agree the process to evaluate and select your new recruit.  Armed with this information we can source quality candidates and submit only those with a close fit to the agreed assessment criteria, eliminating the time you might otherwise have spent trawling through unsuitable candidates.

Where you have an existing team we can help to identify the key factors which will ensure your new recruits enhance the overall performance of your team.

Once your new recruits are in post, we can also induct them in your company's proposition and selling process.

Our  recruitment solutions span the full service; job definition, behaviour & competency profiling, candidate sourcing, selection, recruitment, and induction into your company's proposition and selling process too.

Alternatively, if you’re looking to recruit the Sales Manager or Sales Director, but haven’t found the right person yet, or you know there are other issues within the sales operation that need to be dealt with first, consider an Interim role, to gain the skill set to fix the issues and thus enable you to bring the new recruit into a sustainable environment.

The wrong plant in the wrong environment rarely thrives, so if sales isn’t your main strength, then why not let sales professionals uncover the true gems to suit your business?

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Developing your People

We provide focused bespoke solutions to your sales training issues that will have an enduring effect.

Generic sales training and selling skills courses rarely deliver lasting value, as the problems they set out to tackle are not generic.  Most typically will only focus on the skills required at the point of sale once an opportunity has been identified, bypassing the stages for finding customers and prioritising opportunities.

Add to that a further problem where the working environment to which the staff return is often at odds with the things they have just leaned so that they have difficulty putting their new found skills into practice and thus quickly return to old habits.

For these very reasons, and to ensure that your return on investment in training will not be quickly eroded, our Sales Training and Sales Management Training, is typically delivered in the context of the environment into which the delegates will return, and which will support and reinforce their changed behaviours. 

Focusing on the people, we provide education and training programmes covering not only selling skills but all the techniques required for the full sales cycle.  Such programmes are designed and delivered to match the needs of the individual sales people within the context of your company, your proposition and the marketplace being addressed.

Also, as part of a Sales Performance Transformation programme, through a combination of mentoring, coaching, training and workshops, we will ensure that all staff involved in selling are able to leverage maximum performance from the processes and methodology of the new selling operation. This will include fundamental aspects of the Performative Structured Selling® methodology such as; the discrete activities of Customer creation and Opportunity pursuit, qualification and quantification, and intelligent pipeline forecasting.

Typical topics which are adapted to fit the context of your organisation may include:

Building a Business Case - increasingly, customers need your support in building better business cases that clarify when and how their company will realise a return on investment (ROI).  More and more companies are looking for a financial return within months.  Educating your team to sell with ROI in mind, and supporting them with appropriate tools, helps them compete more effectively.

Negotiation Skills - with an increase in the numbers of professional buyers, ensuring that your team employ the appropriate techniques and tactics from the very start of the sales cycle, can make the difference between winning or losing. 

Land & Expand - educating your technical and field staff to be more sales aware and to support and develop the selling activity in all accounts, will help you to leverage more business from existing and new customers.

May we help you? Find out more about getting a return on your investment *