case studies

Client Challenges

• New business growth slowed to dangerous levels.
• Minimal amount of cold calling/new business development completed by sales team
• Majority of sales team not achieving sales budgets
• Increase the accountability of individual team members for cold calling targets and meeting sales targets.
• Skills of sales team more concentrated in Account Management rather than cold calling and new business techniques. 
• Sales team unproductive and unmotivated

Shine Methodology

To determine the needs of the client a Sales Audit was conducted after initial discussions with the Managing Director and Sales Director.

This included but was not limited to analysis of actual vs budget for last 12 months, sales forecasts and general sales reporting, new business development methods, marketing activity, CRM/Database and attendance and review of sales meetings.

Please note: There is also the option to audit and review sales staff one-on-one, where required, to complete training needs analysis.

Program Recommendations

This program was designed to re-motivate the team and get their focus back on cold calling, new business development and most importantly, 100% plus achievement of sales targets.All meetings are conducted on-site at client premises.Modules can be purchased stand alone or as a program.

Stage One: Half Day Workshop

- Open Discussion on change
- Current lead generation method
- Refreshing your Sales Story
- Main benefits & points of difference
- What Market / Industry segments do we want to target and why - Recommended Prospecting & Lead Generation Methods
- Cold Calling Techniques
- Development of Sales Plans and Goal Setting

Objective on the day is to develop a fresh approach and a fresh sales story for the team while equipping them with the knowledge and tools they need to begin prospecting. By using group discussion and brainstorming everyone is involved in it’s development and it’s helps the team to see what unique benefits and opportunities are available to them in new business.

Stage Two: Follow Up Coaching Session with Director and Sales Manager

- develop and implement sales reporting systems
- develop weekly cold calling program

Stage Three: Attendance and Review of Sales Meetings

- make recommendations to ensure new business focus and increase communication between management and sales
- coach and advise team on cold calling techniques based on their recent experiences

Stage Four: Ongoing Coaching Session with Sales Director

Outcomes

• New business contacts and sales revenue increased. As quoted by client, “More new business than we have had in years”
• Increased motivation and confidence of sales team
• Increase in cold calling activity and new business development by sales team
• Skills of sales team improved in cold calling and general sales techniques
• Improved communication between management and sales teams in terms of expectations and sales results.
• Sales results of individual team members improving monthly

Please note these outcomes are based on my discussions with my client and is not an endorsed testimonial. I am happy to provide references testimonials on request.

If you would like more information on how Shine Sales Solutions can help your business improve it's sales results and your team improve their sales skills, call 02 9437 6500 or click here to make an enquiry