Following investment from LDC, I was recruited as Interim Sales Director of 1st The Exchange to revitalise sales, to grow the business and to develop their sales and account management people and processes. Sales Blueprint were retained to lead the Transformation Programme as they had a proven track record with the new investors. I have been in new business Sales and Account Management for 20+ years and was extremely pleased with the calibre of Sales Blueprint people and the easy to use, quick to grasp tools and super pragmatic approach. Key issues were identified very quickly eg. the volume of new appointments secured fell well short of our target meaning that we had no chance of hitting the monthly sales revenue even if we hit our target conversion rate; the average order value from our converted appointments fell well short of our monthly revenues target as we were focussing on the wrong segment of our customer base. Working closely together, we quickly assessed skills and made decisions on the sales team competencies which we then worked through in the Performance, Training & Development phase of the Programme. Sales Management now has a much better grasp of the key measures that underpin success and have the tools necessary to ensure focus is in the right place at all times.
Interim Sales Director