Selling and Distribution Consultancy
We are a unique sales and marketing transformation organisation, dedicated to helping companies to effect profitable and sustainable improvements in their operations.
We're all well qualified sales and marketing practitioners with a wealth of experience at a senior level in a variety of sectors. Each member of the team understands what's required to interpret sales strategy, identifying where the gaps are and then taking the practical actions necessary in a way which allows everyone in the chain - your Executive Board, Sales and Marketing Managers and Sales People to work together to deliver the required results.
We blend powerful analytical tools with market-honed sales processes and then lead by example to drive the necessary activities. Our armoury includes:
Sales Audit, pre-investment - a practical 'real world' report on the current status of the proposed or existing start-up sales and marketing operation, and a hard assessment of its ability to deliver the forecast top-line sales results. It adds a valuable dimension to conventional due diligence
Sales Audit, existing investments - for organisations concerned about sales and marketing under-performance in their existing portfolio. We have the expertise and experience to identify the gaps quickly and recommend solutions
Implementation - developing and ratifying sales and marketing strategy; specifying, organising and implementing the 'nuts and bolts' sales and marketing activities necessary to produce the required results. Specifying the right level and quality of resources including recruitment and remuneration, mentoring senior management from the MD down, inducting sales people, then coaching one-to-one to drive exceptional performance
Joint-selling - as hands-on as is necessary, working alongside your people to prove the effectiveness of our recommendations and at the same time help you to win significant new business
Having helped to secure your funding, you can also count on us to ensure your sales and marketing plan works quickly and effectively to facilitate long-term commercial success.
How We Do It
In markets such as FMCG, pharmaceuticals, consumer electronics, agriculture and telecommunications, we can hit the ground running in terms of helping you recruit, induct and manage a quickly effective sales force, backed by the most appropriate support systems. Typically, we will…
• Quickly understand your sales strategy
• Assemble the sales activity plan required to achieve the sales results needed
• Help you to specify the size and shape of your selling operation
• Design the job roles and scope of the precise type of people required
• Recommend an appropriate recruitment strategy - often involving 'fishing in new ponds' to bring in talented people from other industries where good candidates in more obvious target markets are in short supply - and advise on the best ways to attract suitable candidates
• Apply a rigorous assessment process and manage a structured sales induction to the business, honing each individual's professional skills by acting as personal coach to ensure their sales success
We are comfortable working with your management to drive the necessary sales and distribution activity and, in the case of start-ups, sometimes work, in effect, as a sales head for the main board - either long term, or until a full-time sales director is appointed.
As our reputation spreads, we will find ourselves working increasingly as part of the client company's advisory team - alongside their venture capitalists, bankers, accountants and lawyers thus making your investment more rewarding.
What Can We Do For You?
• Deliver a step change in sales performance
• Build a new team from the ground up
• Launch new products or services that require a different approach
• Drive sales teams through times of change
• Re-vitalise under-performing teams
If any of these are your concerns too, then let's talk. Our implementation and development programmes follow hard on the heels of the first phase analysis, and will usually impact on sales effectiveness within a few months.
