Sales Transformation

In today’s selling environment, it is more difficult and more costly to both obtain and retain customers. To win, organisations need to pay attention to their customers’ individual needs and this includes allowing them to select the channel they choose to engage with your business. This means you may need to be more selective about your customers, you need to develop better selling strategies and you need to enable your sales team so they are managing their time and territories efficiently.

The Sales Manager is no longer just someone who “cracks the whip” to make sure sales team members meet their targets, the sales manager is a key player is an organisation’s overall business strategy. Mentor, coach, strategist, leader, facilitator, analyst, motivator, number cruncher – a sales manager needs to wear many hats and juggle many roles. Typically, sales managers have been promoted from the ranks, after distinguishing themselves as top performers along the way. Savvy leaders know, however, the skills that made them sales stars may not always translate into instant management competence. Promoting sales reps to sales managers can be a wise choice or a costly mistake, depending on the individual manager. On the negative side of the coin, a sales manager who over-controls can harm more than help, we find that this is a typical response when a new sales manager takes over an existing team.

Good sales managers are able to move seamlessly from managing sales to managing people. Those who suffocate their reps risk inhibiting the growth of their sales team. Effective managers realise that it is about delivering their sales budget through their people., the key for them is to make that mental shift from ‘I am the top salesperson’ to one of being a coach, strategist and influencer.  

More than human capabilities

But we know that successful sales are not simply derived from a company's human capabilities, technical capabilities that enable data-driven customer engagements and decisions are important also, as is delivering your products and services using the optimum channel - those that your customers feel the most comfortable using.

At Vision Consulting we have over 20 years experience in building and growing B2B and B2C Sales Teams, we don't only provide support to organisations regarding the people elements of the sales process; selection, training, coaching and mentoring but we also offer advice regarding Sales Channel Transformation, be that improving your existing field sales capability or identifying segments where self service may be a better option, through to aligning your field and inside-sales capabilities.

Our program to address shortcomings in sales channel effectiveness can deliver improvements quickly, usually within three months and can help you in a number of ways:

• We can help you develop a joined up sales strategy. As sales capability that is linked to other company functions such as marketing, data and CX.
• We can highlight improvement opportunities, be they structuring sales calls and presentations or improved sales lead qualification. We find that best practice is not followed in many organisations too the surprise of senior stakeholders.
• We can help you build a superior sales capability by assisting you to identify the behaviours that differentiate high performers, and facilitate their adoption throughout your sales function. In addition. By helping your sales managers become better coaches your sales reps will improve faster

Our expertise & experience

Our current training programs include:

• Sales Management
• Lead Qualification
• Telesales
• Customer Experience
• Coaching - Using the GROW model
• Understanding contact centres
• Leadership
• Motivating your team to achieve
• Time Management
• Mentoring

Our consultants have carried out Sales Management or Sales Improvement assignments for:

• Sharp Electronics
• Cutting Edge Services
• Findel
• Santander
• Mortgage Trust
• Vodafone
• National Lottery
• Britannic Assurance
• Direct365
• GLS Educational Supplies
• Monarch Airlines
• Monarch Holidays
• Hope Education