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Business Development Consultancy |
| Accelerating sales growth |
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Clients Story (2)
Graham could not understand it. Despite paying for regular sales training, despite being a good motivator, and despite the sales team working flat out, the sales from his team seemed to have peaked. Graham had hand picked the team, nurtured them, and they were all working as hard as they could. Yet he knew deep down that they should be winning more business for their efforts.
He had tried all sorts of things like training, competitions, and league tables without much of an improvement. Then one day Graham was sharing his frustrations with a friend during a telephone conversation. "Give Richard White from Pro Excellence a call!" his friend advised him. "He has done wonders with our team We get him to mentor our new sales managers and run the occasional sales training workshop. He tends to work on the mental side of selling rather than technique. He would be ideal for your experienced sales guys".
As they sat together in a hotel lounge over a cup of coffee Graham explained the situation and Richard asked some very difficult questions. Graham felt he was having a conversation with a peer rather than being sold to. He was amazed at how quickly Richard had grasped the key aspects of his business and got to the heart of the issue. The questions and conversation helped Graham to come up with his own solutions and was actually an uplifting experience. Richard would throw in a couple of anecdotes from time to time helping Graham to realise his situation was actually quite common.
By the end of the session, Graham was clear about what needed to be done. Two short team sessions were organised with a gap of a month in between. As well as being motivational, the sales team were given tasks to identify for themselves where they were going wrong. After the sessions, Richard helped Graham to work out a plan to turn the ideas into action in the weeks ahead. Graham was impressed at how Richard telephoned him from time to time to see how things were progressing. He found this useful and somehow it always seemed to be just when things were beginning to slow a little.
Graham noticed an improvement in sales within days of the first session and the sales gradually increased each week. After 6 months Graham noticed that his sales had actually increased by 30% without his team working any harder! In fact they were able to build in a little time each week to review successes, trade stories and work on their selling technique. One spring evening Graham and Richard were sharing a beer together at a pretty country pub. As they supped from their glasses Graham turned to Richard and said “Its amazing in the end how simple it was to get an extra 30% out of my sales team. I now realise it is just basic good sales management!”
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