grow sales

increase profits

strengthen team

My clients realise if the business continues on the existing course, they are unlikely to reach the 'promised land', sometimes struggling with sales revenue and a squeeze on margins, before turning to me.

They seek:
✦ A reliable, consistent engine for growth
✦ To ensure sales is not the bottleneck

Not only are the choices daunting - there's also the question of ability to execute.

In the hope of success, business leaders sometimes imitate competitors, even poaching their staff at times. Winston Churchill warned, "The shortest road to ruin is to emulate the methods of your adversary."

To transform the challenge into opportunity
• Requires insight, a trained eye and the ability to change the dynamics - which is often counter-intuitive

• Founded on knowledge, experience and wisdom, honed across multiple sectors and countries
• Developed over many years growing and turning around businesses, including corporate trouble-shooting

Transformation demands the ability to think and act differently to
• Be light on your feet to hit the ground running, to deliver the required return on investment quickly

• Thrive where success is not guaranteed, with the resilience acquired through an unconventional background
• Have the gravitas to win respect, engage your team, combined with the soft skills to coach, mentor & train

Who benefits?

★ Business owners and leaders who know they could achieve better results

★ Chairmen, CEOs and directors under pressure to deliver

★ Sales Leaders aiming to improve beyond current abilities

What can you expect?

✦ Enhanced ability to win, retain and grow your ideal customers

✦ An energised, motivated and focused team

✦ Improved sales effectiveness to achieve your targets for revenue, profitability, planning and forecasting

Key Elements of Sales Effectiveness

knowledge

experience

wisdom

Challenges & Value Proposition

Sales revenues under performing potential
Sporadic sales growth - not sustained or predictable
Growth in sales not translating into profits
Allocate resources to generate consistent Return on Investment
Align the organisation behind new directions and areas of focus
Re-vitalise key products and services to gain traction to fulfil their potential
Design and implement a sales plan to deliver
Manage CRM implementation and optimisation
Execute the business strategy (or business model) across areas, countries and regions - in time and on budget
Integrate acquisitions into a united organisation

📈

1. Strategy & execution

2. New customer acquisition

⭐️

Failing to achieve objectives for new client acquisition
Golden opportunities not being sufficiently exploited
Sales cycle taking too long, and insufficient qualified prospects
Cost of customer acquisition too high or unsustainable
Lack of clarity or understanding of ideal target customers and strategic partners
Lead generation issues - low quantity or quality of leads
Managing the sales pipeline (funnel) and forecasting
Prospects with potential are stuck or lost at different stages of the sales process
Prospects are resistant to buying
Low conversion of bid submissions
Penetrate new markets, including internationalisation

3. Develop the existing customer base

♻️

Retain and renew existing customers
Winning new customers but not developing the business with existing customers
- Engagement with customers: relationship or transaction based?
- Attrition (churn), growth below expectations, lack of engagement
- Customers not responding to the benefits of the range of offering
- Prioritise and profile the existing customer base
- Ownership of each account and development plan
- Improve penetration, average spend and number of transactions
- Execute up-sell and cross-sell opportunities to improve value and revenue
- Monitoring and retention programmes
Optimise key accounts
- Regular reviews with key accounts at senior level
- Understand their drivers, strategic objectives and fit
- Execute development and action plan
Referrals, testimonials and case studies for growth
Winback lost customers

4. Sales force effectiveness

💫

Inconsistent activity and performance of sales people 'doing their own thing'
Issues in aligning the organisation behind the sales team
Inadequate planning and forecasting
Transparency of performance and activity
- CRM, individuals, customers, conversion rates, contact frequency, trial equipment etc.
- Design and streamline the sales process
Sales people reliant on personal relationships and contacts
- A more strategic, structured and systematic approach required
Drive behaviour and results using performance measurement, reviews & coaching
Sales compensation plan and rewards are not driving activity or results
Leadership and support challenges with the sales team
Recruitment and on-boarding the right calibre of new people
Non-performers - manage up or out
Raise individual and team performance