Initial situation

• Enthusiastic and committed team.
• Inexperienced Sales Manager promoted up from being successful sales people.
• Team of ‘brochure droppers’ rather than ‘business builders’.
• Little to no accountability, limited results focus, no performance management processes in place.
• Successful historically, yet needed to demonstrate to clients and business owners the value that their proposition brought to their businesses.

What we did …

• Refocused sales team.
• Introduced ‘Area Management Sales Productivity Process’.
• Coached all sales team, in the field and in workshops, in ‘Achieving Sales Excellence’ solution selling skills.
• Developed specific ACTIVITY plans for growth.
• Introduced ‘Client Business Development Programme’ to drive “sell through”, not just “sell to”.

Outcomes …

• 24% increase in sales revenues.
• Relationship with major distributor became a true ‘‘strategic partnership’.
• Area Managers rated as ‘professional advisers’ in CSI.
• Massive penetration into what were ‘reluctant recommenders’.