Chargepoint Ltd
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:
- Working with a likeminded person who has worked across many industries was important to open the mind to the alternative working practices;
- Using both our experiences to develop a path forward to match the needs of the business;
- Focusing on what is important to build the business by pulling you out of the day to day;
- Setting goals and timelines that focuses you to develop the business rather than run it;
- Adapting and expanding the sales process to meet the expectations of the business and at the same time helping the sales team focus on the process of selling rather than allowing them to manage their opportunities via their own preconceived thoughts on whether the will win the order;
Focus on the organisation/staff and adapting it to meet the needs to grow the business.
