We witnessed a substantial increase in key sales activity and have a much clearer view of our future goals.
Due to the high sales recruitment drive in 2014 / 2015 Gulf Finance required a program to develop their Sales Mangers in to Sales Coaches / Leaders to ensure constant development of the team.
MaxSale Solutions developed a program which involved understanding the business, identifying key sales drivers and building a workshop that included coaching skills that the leaders could take on board with the day to day work immediately after the program. We also included post workshop Live Coaching observation and feedback sessions to further develop each leader on a one to one basis.
All sales staff now have regular one to ones with their direct manager to stay very focused on the immediate and future goals, along with their now career development. The major success of these sessions has resulted in a very substantial growth in key sales activity.
We’ve worked with MaxSale for over 4 years. Their interactive workshops and coaching sessions have developed our sales reps to work on the right opportunities at the right time.
Pacman-CCL identified that they believed they could make their sales team more productive during their hours at work. It was felt that although they were getting in front of customers, more revenue could be generated if they were to spend more time on activities that linked to revenue achievement.
MaxSale Solutions developed a Sales Process workshop which assisted each sales person understand how they can stay focused on Activities that generate revenue rather than letting reactive actions allow them to often ‘drift’ through the day. The workshop ensured that not only was a ‘Sales Process’, developed but also some Key Performance Indicators and an Opportunity Pipeline.
With the visibility that resulted from the workshop, every sales person now holds themselves accountable for all of their time they spend during the working day. This is helping them stay focused on the key activities and is driving productivity forward. It is also allowing management to identify key areas that a sales person would require development.
MaxSale Solutions went out of their way to understand about our industry specifics, helping to set an effective sales process in place.
At Spraying Systems, the commercial team is made up of Sales Technicians due to the technical aspect of their business. Although they were very strong in the areas of their products and how it can help their customers, their management felt that they could improve on their selling skills.
MaxSale Solutions developed a program where we would understand their business and become more aware of the solutions that Spraying Systems offer their clients. We built this in to a highly interactive workshop using custom made examples of their industry. At the end of the workshop we developed tools to ensure each team member could easily practice all of the skills and techniques they took on board.
Now the Sales technicians at Spraying Systems use a Questioning Technique (Probing) that allows them to identify more about the client’s business and the impact their products and services have that creates further value. This in turn has improve their conversion ratio.
Their experts developed tailor made sales techniques for the services we sell, helping us to generate a lot of new sales and also retain our current customers with new offerings and improved account management.
MapToMedia has developed a highly successful digital media business mainly from bringing on board new clients. However, they felt there was further opportunity in getting their existing clients to buy more from them and they believed that having an outside assistance come in to their business would be of value.
MaxSale Solutions designed a program that would assist MapToMedia to identify certain commercial methods to encourage customers to renew their annual contracts while also introducing new products and services. This resulted in bite sized workshops and follow up activity as the program was delivered over a period of time.
With the sales team having shifted their focus to also include Account Management, the number of client renewals has increased in addition to the number of products / services per client.