Process
To help you understand how we work, our 4-step process is outlined below.
Of course, every business is different, and the needs of each of client can vary dramatically - so the process below only serves as a guide. The best way to understand how we can help you is to book a free consultation and talk to us in person!
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Consultation
Whether you need a complete overhaul of your sales structure, a few simple tweaks to your existing processes & procedures, or someone to simply managing and train your sales team
- we are here to help.
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Our initial consultation is a free and simple meeting, with the goal of getting a better understanding of your business and your needs.
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We will discuss:
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Your company background
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Products and services
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Pricing strategies
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Promotional activities, routes to market, target markets
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Sales materials, brochures and product proposition
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Company strengths, weaknesses and opportunities
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Sales team structure, processes & procedures and training.
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At the end of the consultation, we will give you our feedback and initial recommendations.
Action Plan
Once our services have been acquired, we will conduct a thorough review of your current sales structure and provide you with a simple and efficient action plan.
Typically, our plan will focus on short-medium term, low-cost strategies to boost sales revenues, with an outline of more robust, long-term strategies that can be implemented as we progress (see step 4).
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In our plan, we will review:
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The strength of your brand/business vs the competition
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Your sales data (past/present customers, most profitable target markets, etc)
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The strengths and weaknesses of your current sales structure
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Your sales technology and software (CRM, outreach tools, e-brochures)
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Your website and public profiles (LinkedIn, YouTube, Facebook)
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Your routes to market
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Your lead generation strategies
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From this, we can ask ourselves:
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Are there any additional revenue streams?
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What up-sell/cross-sell opportunities are there?
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How can we improve customer acquisition?
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How can we improve customer retention?
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Will partner relationships increase your sales and/or visibility?
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What can we do to reward and motivate sales staff?
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Does the sales team require training and development?
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​Does everyone fully understand the product/service features and benefits?
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Does everyone understand how to pitch effectively?
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Are "hooks" and promotions being used to create urgency to buy?
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Are proven objection handling techniques in place?
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Are proven closing strategies/techniques in place?
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Implementation
Once we understand the needs of your business and you are happy with our action plan, the next step is to execute.
The strategies outlined in our action plan will be be prioritised by time, cost and impact. In other words, we will focus on implementing the strategies that we believe will have the biggest impact on sales, in the shortest amount of time, for the least amount of money.​
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As we work, we will:
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Provide regular sales/progress reports
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Organise regular sales meetings to maintain our direction and focus
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Provide ongoing communication via text messaging (whatsapp, telegram, slack)
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Be available to answer your calls at any hour of the day (within reason!)
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Seek review and approval for any important decisions/strategy changes
Review & Refine
​Long-term success requires constant review and refinement. Our initial plan will set your business off in the right direction - but it will not be a silver bullet.
Instead, our action plan should be treated as a working document. Some strategies will be successful. Others won't. And many of the best strategies will not even have been thought of yet. The only way to develop a winning formula is to assess and adapt week by week, month by month, and year by year.
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Some of our long-term strategies include:
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Long-term performance monitoring and review
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Performance management systems, KPI’s, targets and measurement
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Sales team reporting requirements and documentation
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Management reports, forecasting, costs v revenue, pipeline management
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Database/CRM management processes
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Organisational/sales structure
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Website strategies
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Distributors/business referrals program
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Shop front, offices and/or show rooms
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Email/newsletter marketing
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Face to face meetings, field based observations, coaching and mentoring
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Supplier negotiations to reduce the cost of sale and guidelines
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Sales negotiations guidelines
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The production of presentations and demo’s and delivery techniques
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The production of training manuals for reference and new sales employees
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On-going training programmes and implementation (external and internal)
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Understanding your customer and your customer Needs,
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The consultative approach to sales
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The role of telephone sales
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Lead generation
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Getting to know your customer
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Appointments, selling and closing over the phone
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Knowing the your industry sector
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Follow-up and making the customer feel special post sale
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After sales services
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Upselling and cross selling strategies
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Referrals and recommendation motivational strategies
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Joint promotional activities with your customer/roll Outs
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Sales planning/time management challenges/organisational skills
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Database/CRM management
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