Over the last seven years we have helped more than thirty businesses to improve their sales capability and increase revenues.
We are a consulting business who pride ourselves on helping to make change rather than just writing about it. Although now much of our time is spent helping our customers to develop their digital marketing strategy; without exception, every project we work on also includes help with improving the more traditional skills and disciplines present in the best sales teams.
Over the next few weeks we will be telling you about other areas we work on in more detail, including:
Training – a lot of sales teams have developed out of other areas of the business and team members haven’t benefited from a structured development plan. Often, they have acquired all of their sales skills on the job and consequently have learnt as many bad habits as good ones. Our most popular training course are:
- General sales skills
- Inside sales and telephone skills
- Account management planning and development
Setting and Measuring KPI’s – They say that what gets measured gets done. However, if the measurement is ad-hoc and irregular or if the metrics are too difficult to collect measurement is irregular and ineffective.
Sales Process – It’s much easier to introduce meaningful KPI’s if there’s a degree of consistency in the way the sales team work with their prospects and clients. Typically, it improves the customer experience as well. It’s interesting how often our clients have invested in fantastic CRM systems but not implemented the process and pipeline management functionality.
Effective Sales Meetings – We all enjoy it when our relationships with our colleagues are predictable, inspiring and productive and yet sales meeting are often none of those things, let alone all of them! Salespeople report fluidity around dates and times, badly thought out agenda’s and public shaming – running a good meeting is sales leaders’ key competency.
Key Account Plans – We’re often surprised that businesses do not have a structured plan for how to sell more to existing customers. In 1957 Igor Ansoff worked out that if they already know you and love what you sell them, the chances are they will buy other stuff from you…
ABM: Account Based Marketing – And if you’re starting take a more granular and targeted approach to doing more business with your existing customers, why not apply the same rigour to winning other businesses that do the same thing. The acronym ABM describes the process of creating small highly targeted marketing campaigns into groups of customers and prospects where you can demonstrate domain expertise and a detailed understanding of how to help them
Pipeline Management – Sales forecasting is so much easier if you are managing your pipeline effectively. We help our clients build a credible sales funnel and manage the movement of sales opportunities from initial interest through to closing and beyond. In so doing we help business leaders to effectively predict growth.
There’s no business like closed business – There’s a misconception that a lot of businesses are under the impression that in this modern, digitally driven age we don’t have to actually ask for the order anymore. Our experience is that closing skills are as important today as they ever were!
Reach Revenue works with business owners, leaders and investors to develop high performing sales and marketing teams aligned to the strategic objectives of their business. To find out how we can help you, please call 0203 858 8030 or email firstname.lastname@example.org.