Explore the case studies below to learn how our methods have transformed the results of businesses just like yours.
The public identities of our case studies are protected by confidentiality agreement, however references can be provided upon request.
Case Study #1 – IT Services Firm
Our client had been in business for more than 10 years. They had high general staff retention and happy customers, with strong products and services.
Staff were unable to make any new sales (the only sales being made were from existing customers)
The business couldn’t attract or keep good sales people (despite impressive job packages)
There was no formal procedure around sales management
The sales team didn’t know what was expected of them of how to measure their performance
No one within the business could say why a customer should buy from them
We started with creating an aspirational vision of the future for the team, that they could get excited about. The level of buy-in from your team is one of the biggest predictors of success for any new plan. You’ll find our step-by-step guide for developing this in the Strategy module of our Sales Implementation programme.
We then set about implementing procedures and developing good habits within the activities of the sales team. Part of this was creating clear expectations and rewards for the sales staff.
Finally, we worked on refining their offering so that the value proposition was clear and tightly targeted. You’ll learn how to do this in the Marketing module of our Sales Implementation programme.
What were the outcomes:
The overarching theme was a lack of clear sales targets, activities and accountability. The business owner now feels relieved that the staff are focused and excited about the future growth of the company.
A significantly more effective sales team
New sales now outnumber existing sales
Clear measures show how the sales team is performing and when changes need to be made
Products and service offerings that clearly demonstrate to the customer why this company is the logical choice
Case Study #2 – NZ Product Exporter
Our client was a new business with a game-changing product. They had a strong management team and good sales experience. The management had previous experience with success in the category.
The business had a minimal number of new sales
They were unable to define who their target customer was
They lacked a unified brand experience, and did not tell a clear brand story
The first big challenge was unifying their online brand positioning. Using the methods in our Brand Development module, we took the management through a step-by-step process to establish their appropriate market story. Part of this was refining the product story so that it speaks to the right audience.
Along with the right story, it is critical to establish the right market. Using the process in our Marketing module, management was able to define clear market targets and the corresponding sales targets.
The last step was to work through our Technology Audit module and begin using technology that would boost their market reach and penetration.
What were the outcomes?
The main issues in this case were with company image and consistency. Now that management has implemented the right changes, the team feels united and well equipped in their approach to new sales.
An increasing number of distributors signing up
Increased retails sales
Focused and measurable sales activity
Clear target market customers
Case Study #3 – Manufacturing
This client was an 80 year old business with a premium reputation. They had an established brand were well known in the market for high quality products and services.
Due to extreme bottlenecks, the staff were unable to quickly turn quotes around
There were a growing number of dissatisfied new prospects
There was a significant amount of inefficiency around the sales experience
Sales staff were not able to close new business reliably
After going through our Sales Audit and then the Sales Process module, our client was able to analyse the issues in their sales process and create a more repeatable system with standardised pricing. Opportunities were then graded to ensure winnable and desirable work was being prioritised.
What were the outcomes:
The main issues here were problems with the sales process. After implementing the changes, the staff now feel more efficient, more capable, and more rewarded.
Unhappy existing clients have been turned into enthusiastic ambassadors
Sales staff are winning more of the right business
More team members are able to execute quotes efficiently