Improving My Sales Force ​
​Building high-performance sales DNA.
Are you faced with?
Missing
sales targets
Best talent
leaving?
Struggling to find and
win new customers?
Hard to recruit
good people?
Competitors eating
your lunch?
Poor ROI on sales
tools and processes?
On average, 80% of a typical sales team is pointing in the wrong direction.
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Does this sound like you?
You’re telling your customers what they already know. The customer journey is dictated by them, not by you.
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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.
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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.
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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.
How we help
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.
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Our approach transforms large sales teams – delivering more strategic, efficient and effective organizations that grow – through comprehensive, multilayered ‘buyer-centric’ change programs.
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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.
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We have already helped many businesses to build and embed buyer-centric cultures.
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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.
Where we do our best work
Sales team modernization
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.
Improving the competency of
your teams
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.
Adapting to a merger
or acquisition
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.
Realigning your teams
to a new GTM strategy
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.
Focusing training
where it’s really needed
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.
Design of sales process, systems and tools
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.
Improving
My Sales Force
​The what, the why, the how…
To understand us, how we work and why we do things the way we do – we have listed four common problem areas, and our approach to each.​
The ‘Buyer Owns the Process’ Problem​
The ‘High Performers Holding Your Business to Ransom’ Problem
The ‘Low Efficiency, No Visibility & Lack of Accountability‘ Problem
The ‘How Do We Measure The Impact’ Problem
The modern sales force needs to change. They need to become a new type of Value Creator – one that builds insights and fits their solution to the buyer – rather than the other way around. They need to sell with a buyer’s perspective.
High-performing salespeople dominate organizations, demanding ever-increasing compensation – often to the detriment of those around them. You can’t afford to lose them, but you can’t afford to keep them either.
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When they do leave, companies must hire even more expensive resources to replace them, as they failed to focus on developing the talent they have to be able to take their place. The result is a lack of scalability and an ever-increasing cost base, without any real improvement in overall performance.
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A high-performing sales team should be just that – you need to harness them as part of the intellectual property of the organization, rather than risk your business on the shoulders of a small handful of individuals.
There are a thousand ways to conceal bad news and underperformance in sales. A lack of visibility around what customer-facing individuals do, data split across complex and often conflicting tools, and a desire to ‘do everything’ – even when it’s not productive – creates a lack of accountability and makes it impossible to understand the effectiveness and competence of your team. Sales workforces are traditionally incentivized to hide the problems, to only deliver good news and protect their own interests, even if that means doing something someone else should be doing for them.
How do you measure the return on investment from a training program and thereby justify the expenditure – not just for this year but for next year too? Most training courses result in the trainer asking the attendees to complete a series of questions at the end of the course, which is more likely to reflect on how nice the lunch was, whether the trainer was a nice person and whether they managed to get out a few hours early, than whether the content was actually useful.
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If you want to keep hold of your L&D budget, the answer is that you need to objectively measure the change in people’s behavior, and we’ve built one of the most comprehensive methodologies and toolsets to do just that. We can identify the training people really need, prove how training impacts what they actually do, and continually measure and track progress toward their desired state on an ongoing basis.
Repositioning Sales Workforces
Positioning your teams around how buyers want to buy, and selling with a buyer’s perspective
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Positioning the right people, equipped with the right skills, to do the right tasks and organizing them into high-performing teams
Positioning and motivating them to do the right things for the organization, not just themselves
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Positioning your business for success by building a ‘buyer-centric’ culture, fit for today and for the future
People
Identify the right combination of knowledge, skills and behaviors for teams and individuals to succeed.
Implement a targeted competency upgrade program, tailored to individuals and delivered at pace and at scale with measurable outcomes.
Process
Redesign your sales processes to make them more ‘buyer-centric’ and support the outcomes your customers need.
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Focus your sales teams on activities that generate value for your customers and your business, and reduce the things that eat their time but deliver nothing.
Environment
Create a ‘buyer-centric’ culture where everyone is pulling in the same direction – the buyers.
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Build KPIs and competencies for you and your teams that promote accountability, develop the right behaviors and encourage everyone to invest in their own development.
The 4-Stage Process
Our Change Programs follow a clear process that is reviewed and confirmed with you 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.
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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 outcome that you need – begins.
Self-Paced Learning
Buyer's Perspective Learning Modules
Over the past decade, buyer behavior has shifted. More stakeholders are involved in every decision, processes are increasingly automated, and access to technology has led to more informed buyers.
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It’s no longer enough to have a great product or solution. What matters is your salespeople’s ability to advise and guide change from the buyer’s perspective.
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Your time is precious, so we’ve packaged our award-winning methodology into bite-sized learning modules so you can empower your sales team with buyer-centric selling techniques.
Our proven methodology
Engaging with a customer before they even recognize the need for a change gives you an 80% chance of securing that business.
8%
YoY growth
​Achieved by a language
service and software
vendor
150%
Increase in
pipeline
Achieved by a professional
services vendor
32%
YoY improvement
in win rates
​Achieved by Telco following program implementation
Your sales team will learn how to guide customers through their decision-making process, gain consensus, and secure lasting relationships.
Sales Process Simplified
What is the problem with my current sales process?​
Despite advances in technology to help our salespeople keep pace with this change, processes and systems all focus in the wrong places! CRM solutions and the myriad of supporting revenue enablement platforms focus on qualifying the customer as a fit for your sales process, qualifying them in or out faster, limiting the seller to focus on those few remaining ‘ideal fits’. They miss the fundamentals – what is the buyer looking to achieve and how do we influence that thinking and demonstrate how we can actually help?
It doesn’t matter how great your product or solution is; what matters is the extent
to which your sellers are entrusted to advise and steer change. To achieve that, you need to make sure that your sales process and systems are aligned with the way today’s buyer buys.
What our customers think
Our methodology has been trusted by Enterprise clients for 14+ years, and is now accessible to you.
A full change program that shows the way from misalignment to optimal buyer process alignment.
BUSINESS: FOCUSED​
We created BUSINESS: FOCUSED to align your sales process and systems, to today’s buyer mentality. When you genuinely help customers overcome problems and explore new solutions, you create a trust that lasts.
Alignment between buyers' and sellers' actions. Enable your sellers to recognize where the buyer is in their process and what action to take.
Drive sellers to increase pipeline accuracy and to engage where the highest probability of a win occurs.
Your journey from start to end​
Meet
Let us show you how it works. Schedule a meeting.
Onboarding
Time to get everyone on board. We make this part easy.
Discovery
You don’t know what you don’t know. Let us help you discover the challenges.
Implementation
We work with your team, enabling them to align your process and systems to the buyer process. We train your managers to enable your people!
Understand Your Potential Gains
Use the below calculator to understand the potential productivity gains you could gain by optimizing the effectiveness and efficiency of your sales teams. Begin by dragging the handles in the pie chart to reflect the average percentage of the time your sales team spends doing each activity.
Contact us
Need more information about how our approach could work in your organization?
