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?

Why not get in touch to find out how we can help you to create and maintain an effective sales team.

Recruit the Right Sales Team

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.

Contact us now to streamline your sales recruitment & induction.

Develop your People

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.

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.

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.

Get in touch now for a focused bespoke solution to your sales training issues that will have an enduring effect.

Support their Leadership

In implementing a Sales Performance Transformation programme, we will have created an end-to-end process which provides tools for the performance management of the sales people & the sales pipeline. We will work with the leadership team, providing mentoring and coaching to ensure they can get the best out of those tools and the programme is able to deliver on its expectations.

Where appropriate we will undertake an Interim role in order to introduce and support the new ways of working, while you identify a permanent appointee.

We will also work with the top team to understand the business strategy so that we can develop strategic and tactical sales plans to match.

Get in touch now to improve the content and reality of your pipeline and make the sales management role easier.