Our Systematic Approach
How Successful Organisations Systematically Win In Their Markets
Like the goal of any sports team, the goal of a great sales team is to win against their competitors. Success is not dependent upon a single sales leader or ‘superstar’ salesperson, but it's built into the systems. And the team wins again and again, year after year. Great leaders institutionalise sales success by building enduring structures and systems that align with their goals and strategy.
In our work with clients to enhance sales performance and grow revenue we are actively engaged in designing and developing enduring sales training and coaching programmes that become adopted as ‘business as usual’. In effect, these assignments are dedicated change programmes focused on sales and business development, where training and coaching are only part of the solution.
The focus is creating a repeatable, predictable and sustainable sales system.
Training And Coaching Need Underpinning
If behaviour changes and the adoption of new mindsets, skills, frameworks and tools are to be sustainable, you need to look more holistically at methodology, process, enablement, management and leadership.
If all of the required elements for sales success are not linked, your organisation will not optimise the critical client conversations that lead to revenue growth. Imagine an old engine that is ‘out of tune’ – the elements required for success are not functioning like a well-oiled machine. Lack of alignment will result in wasted time and effort, inefficiency and narrow conversations that will inhibit growth. Conversely, if all of the elements are linked up, your organisation will have more meaningful client conversations that drive growth.
All sales organisations are perfectly aligned to achieve the results they get. Sales leaders may establish goals yet have systems that are completely misaligned with those goals. For example, they may say they want cooperation, but often their compensation model fosters destructive competition within teams or departments. They say they want high trust, but their bureaucratic approval systems communicate mistrust at all levels. Many sales leaders complain that they can't do much about the systems they've inherited or the territory their team manages. We disagree! You have a great deal of control over how you develop and position the people on your team.
You also have a significant impact on the structure, systems and processes that you and your team use to get the work done. Creating systems of success is the responsibility of a sales leader at any level.
Executing in teams
Ways Of Working
Tools and models
Training and development