Case studies

Managing the Sales Execs so that they give of their best!

A languages services company was replacing their sales and marketing executive. The Directors were convinced that they should be able to get ‘more sales for their money’ from this high cost role but did not know how to go about doing it. They could therefore not appoint or direct their new recruit confidently and effectively.

The Directors also felt they should be able to make more use of operations staff who have customer contact in the sales process but didn’t know how this would go down with the operations staff or how to go about it. We were invited to work with them to find answers to these questions.

As a result of our work, which involved a combination of meetings, interactive advisory workshops, training and briefings, the new language specialist sales executive is focused, confident and converting more leads to orders. Four project managers have been trained in delivering customer care and creating new opportunities with existing clients with a view to retaining customers for longer and maximizing sales from them.

The company is getting more sales for the same overheads – with the added bonus of better team work as more staff ‘own’ the need to get new business and give great customer care.

Subsequent workshops are planned to train other staff in customer care and basic selling techniques, to define the role and purpose of the proposed Web site and to give ongoing support and direction to the sales executive.

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