Success Stories
Online Services Agency
Situation
Leading on-line services organisations in Australia.
Issues
Their critical issue was to grow revenue by 40% and develop a sales platform for international expansion.
Reasons
The reason for this was:
- Lack of ability of account managers to cross sell or solution sell across the entire suite of products;
- Inability of account managers to demonstrate the value of products;
- General lack of sales and relationship building skills of business development and account managers;
- Poor presentation skills when delivering product presentations and customer training;
Capabilities
We worked with them through an assessment phase including reviewing of their sales process, marketing materials, sales aids, sales management systems, CRM, attended sales calls, and management & one-on-one meetings. We developed a customised curriculum and ran a Pilot – with the number 3 team in Australia before rolling it out Australia-New Zealand wide.
Results
- The pilot team has become the number 1 sales team in the country with sales growing by 30%;
- Australian team on track to grow revenues by 40%;
- Culture of the organisation has changed from being product centric to one of solving customers’ problems with their organisations' capabilities.
Large Financial Institution
Situation
One of the leading financial services organisations in Australasia.
Issues
Their critical issue was they had been below budget in one of their largest divisions for three consecutive quarters.
Reasons
The reason for this was:
- Sales Managers lacked the capability to identify their BDM’s selling difficulties;
- The management culture focused on negative corrective feedback;
- There was no planning or structure in place to develop the capabilities of sales managers
Capabilities
We worked with them through an assessment phase including review of their business strategy, sales process, sales aids & tools, sales management systems & CRM as well as attended sales calls, management & one-on-one meetings. They implemented a customised sales leadership program that focused on developing sales management capabilities across many areas including leadership skills, pipeline management, coaching, retention, employee engagement, measurement, communications and performance management to develop a positive sales management culture.
Results
- Budget achieved and exceeded for the first time in 18 months
- Employee satisfaction surveys reflected positive feedback towards sales managers
- The sales management culture of the organisation has changed from being one of corrective feedback to one of positively developing individuals skills and capabilities.