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Business Development Consultancy |
| Accelerating sales growth |
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Clients Story (1)
John runs a company selling business software. He has a technical background and is the first to admit he finds sales a challenge. Through relationships and networking he found his early customers and then decided to take on a couple of sales people to help boost the sales whilst he focused on the technical side of the business. He recruited David and Sally who both had good references and fitted right in. Together they managed to bring in some good orders but the results were inconsistent. John felt a little out of control of the sales function and was one day searching the internet for a sales management training course when he came across Sales Management specialists Pro Excellence.
When John met up with Richard White from Pro Excellence they discussed whether he wanted to manage the team himself or whether he would prefer an experienced sales manager to lead the team for him. "Ideally I would have a sales manager that could sell and also look after David and Sally. Unfortunately I cannot afford it! I will need to do it myself but I don't know where to start!"
Richard told John that one option would be to work together on a skills-transfer basis to help John take control of the sales function. John was very interested in the alternative option of having a part-time sales manager. This manager would come in for half a day a month to hold a formal sales meeting, do a little training and motivation, agree actions and follow through with those actions by telephone during the month. He could see that for a small monthly retainer plus a commission he could get a very experienced sales manager to lead his fledgling sales team and as the sales team grew he would be able to replace the part-time sales manager with a full-time one. This seemed to make more sense than taking a crash course in sales management!
Within a month of using the Flexible Sales Manager service the activity levels were up by around 30%. Targets had been set, activities were being measured and pipelines reviewed. David and Sally were a lot more motivated and were even engaging in some friendly competition amongst each other. The increased activity quickly flowed through to sales that provided a return on investment many times over. "Its amazing!" said John to a friend "the sales manager is only in for half a day a month and yet the transformation is phenomenal!"
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