You’re telling your customers what they already know. The customer journey is dictated by them, not by you.
Sales teams are engaging with buyers too late in the cycle when decisions are already made. The only thing you have left to sell on is price, in a race to the bottom with your competitors.
Your business is talking to the wrong people, at the wrong time, about the wrong thing.
Marketing, sales and customer success aren’t working together to drive retention, acquisition and growth. They are often working against each other. as they are all looking for different outcomes.
Your real performance blockers are hidden by the environment.
Outdated KPIs, measured through tools that don’t work and managed through inefficient processes that waste time, reflect arbitrary goals. They need to be updated to support the behaviors needed to drive growth.
You are over-reliant on high-performing individuals.
When a high performer leaves, it’s a disaster. No-one is ready to step up and take their place. Those who do have high potential, leave for better opportunities elsewhere. You need to create a culture where development and high-performance are the norm.
Many organizations will offer to try to improve your performance through a training program or a piece of technology. But these quick-fix approaches tend not to address fundamental concerns or create permanent impact.
Our approach transforms large sales teams – delivering more strategic, efficient and effective organizations that grow – through comprehensive, multilayered ‘buyer-centric’ change programs.
Our goal is to create a ‘Buyer-centric’ culture in your business, creating an impact that endures, and in a way that enables you to be self-sufficient once we’re gone.
We have already helped many businesses to build and embed Buyer-Centric Cultures.
To date, well over 100,000 individuals have benefitted from our Change Programs, in over 40 countries, and in multiple languages. No matter how complex, diffuse and diverse, we can help advise and lead your sales organization through the change that needs to happen.
Redefine what sales means in your organization by ensuring your teams are aligned with how today’s buyer thinks. You need to build healthy, efficient, functioning customer-facing teams that sell with a buyer’s perspective.
You know your teams don’t have the skills they need but you don’t know how to solve it. You need to objectively understand how truly competent your teams are, where the gaps are, and find a way to raise the bar.
You have two teams, two sets of products, two sets of tools and two – often competing – strategies. You need to optimize everything, create efficiency, understand how best to align your resources, and build a shared culture and environment in the quickest and most effective way possible.
Make sure your teams can adapt to changes in your market, whether that be by embracing cloud, becoming solution or service-led, or simply changing their existing positioning to reflect the modern buyer.
Your training budget is declining and you need to find a way to do more with less. You need a way to understand what training people really need, activate your pockets of best practice and help your managers understand what coaching really is and how to do it.
You’ve got a complex environment packed full of under-utilized tools and broken processes. It costs a fortune and doesn’t deliver. You need to refine, realign and build efficient processes that are optimized around outcomes, rather than creating yet more admin that slows everyone down.
It starts with listening to you and understanding your business. Understanding your concerns, your challenges, your strategy, your goals and your aspirations. Once we understand who you are and who you want to be, our work – delivering the specific outcomes that you need – begins.
All our Change Programs follow a clear process which is reviewed and confirmed with you at every step of the way. Each step has a clearly defined set of goals and outcomes, so that you can see the real impact of the program on your business.
All engagements start here.
Having an external opinion can highlight things that have long been hidden from sight.
We dive beyond the surface. We build an in-depth picture of the health, behaviors and the true performance of your team. We delve into your environment, explore how your people are spending their time and find the things that are stopping them from doing what they should be.
This discovery gives us our starting point, informing the strategy that will deliver the outcome you need, creating one of the benchmarks against which we measure our success.
How do we get to the outcome you need?
Everyone’s desired outcome is different. We will work with you to help you properly quantify your desired state and then build the right plan to get you there. Culture, product, market, history, workforce demographics, and geography all weigh differently in how we get you successfully from A to B, and no two plans are ever the same.
Your outcome from this is a coherent plan: a set of actionable steps and clear, phased objectives.
Execute well, deliver the plan, bank the results.
This is the hardest part. Making this happen in a way that is safe and sustainable isn’t easy and requires commitment from everyone involved.
Implementation is precise and methodical, designed to deliver visible benefits early and for everyone. We phase the program in over a timeframe that considers the constraints and practicalities of your business and is sympathetic to those who might find change more difficult. Your teams will be equipped with the right structures, competencies, training, tools and processes to make the change stick.
We’ve done this many times. We know what works and more importantly, we know how to do it.
Monitor and continually improve.
Our goal is to create lasting change by building internal capability within your business, creating the momentum needed to improve your capability.
The Snapshot and Direction we created upfront now give us our benchmarks – showing you clear data on how you are tracking, where any gaps are, whether any further improvements need to be made and where we’ve succeeded. This data is built from our competency models and performance metrics, giving you ongoing clarity and accountability – enabling you to ensure it’s not a flash in the pan but change that stands the test of time.
If you want to make a meaningful impact on the performance of your team, you first need to understand what’s really happening within it. You may not be ready to undertake a large transformation across the organization, but obtaining a quick understanding of where you are today can be a good place to start making more strategic changes and delivering better outcomes.
Run The Numbers uses our Kompetently® platform to build a comprehensive view of what gains your teams might be able to make by using their time more efficiently. It will also go beyond the standard performance KPIs, and using our objective and proven methodology for measuring skills, competency and behaviors, we’ll let you know just how buyer-centric your teams really are today.
From this data, we’ll build a profile that will help you pinpoint exactly where to focus, so that you can drive real performance improvement and close the skill gaps across your team.
