Since we have redefined the sales process, improved the KPI dashboards and refocussed the sales team on better opportunities, orders have grown from £13m last year to around £15m this year (versus a budget of £14.3m). Similarly EBIT will be £6m versus a budget of £5.5m. Whilst difficult to be definitive I would attribute at least 10% of the growth to the new way of working which focuses the sales team through defined sales process and closing opportunities in a timely manner.
Very hard to define a percentage but it’s clear that the team close deals rather than let them drift.
All of this has been done as part of the mentoring programme with Graeme, the additional benefits of which have included:
Focus on the organisation/staff and adapting it to meet the needs to grow the business.
Sales Director, Chargepoint Ltd