What they Needed
Giganet initially approached us to help them develop the sales teams’ skills to enable them to win more new business, our bespoke sales training programme was a perfect solution. After an initial discovery session, it was soon clear that our virtual sales director on demand service would be of huge benefit to support and develop the sales manager, help manage the sales team and develop sales enablement tools to win more business.
What We Did
To build a bespoke sales training programme and support the business in our virtual sales director role it was critical that we really understood the business, the sales team, their products and services, current sales approach, sales processes so we can solution what they needed.
We developed a bespoke sales training programme that was relevant to the telecoms sector. Incorporating the key sales training fundamentals like, how to qualify potential customers, how to ask great sales questions, how to close the sale and how to win business through social selling. This gave them the skills they needed to have dynamic sales conversations and win more contracts.
We reviewed the sales team structure and implemented the radical “Machine” approach to the sales function, allowing the sales team to do what they do best, sell! Whilst the supercharged sales support team managed the sales administration on behalf of the sales team.
Sales enablement was key to the success of this approach, we reviewed and developed the internal sales processes, customer journey, sales templates, and Salesforce CRM, making them more efficient whilst optimising the customer journey to deliver excellent customer service and account management.
We developed a sales meeting format and reporting suite that was rolled out throughout the sales team and managed the monthly sales meetings, keeping the sales team enthusiastically accountable for the sales targets. Plus, the monthly 1:1 sales coaching sessions enabled us to focus and refine the sales teams individual sales skills.
The Result
The sales team can now focus solely on winning new business, with internal sales supporting them in all the administration, from raising quotes to contract creation. Achieving 14% growth last despite a global pandemic and on target to achieve more than 45% growth this year.
More effective sales support and processes ensure the sales team can manage more enquires and convert more sales opportunities without the previous administrational headaches.
The reporting suite has given the business and the sales team greater insight into the sales pipeline, sales conversion plus the individuals and team performance.
Sales training and ongoing one to one sales coaching has equipped the team with the skills and confidence they needed to work smarter with their sales and convert more sales.
Implementing monthly sales meetings, has developed a sales team that are focused and accountable for their successes. Productivity has increased, bigger pipelines have been built and upsell opportunities have been explored.
What They Say
Andrew Skipsey
MD
"Zest have really supercharged our sales team. We had been struggling with processes and time management, but now the team is energised and performing well. Our sales team are making better use of Salesforce, converting more opportunities, and exceeding their targets. We would highly recommend Kristy and Zest to anyone in a similar position"
