Following a review of our sales operation Sales Blueprint made a series of well thought out, sensible and above all practical recommendations aimed at helping us improve the way we planned and managed sales activity, particularly for new business and also how we positioned and sold the value of Trustmarque to our customer base. These coincided with my own plans to re-engineer many of the sales operations core processes and together we developed an improvement programme over a three month period that would help us get the best possible start to meeting the significant sales challenges of our new financial year.
Following the implementation of this plan I am delighted to report that we are currently on target for the first quarter of the new year, sales and core sales activity are up, the number of new customers is higher than it has ever been and we now have a sales team bought into a new way of working with the sales tools and processes necessary to manage the activity that drives the result, rather than the result itself. We are starting to measure much more meaningful sales KPI's and can begin to take corrective action if required before any gaps in the sales activity become corresponding gaps in the revenue line.
Despite knowing where we wanted to get to, Sales Blueprint helped us map out the most effective and fastest route to get there and worked with myself and the team to ensure that we made it and that we have the ability to continue to refine the new ways of working for the future. I am therefore very confident in our ability to build on and ultimately sustain the sales improvements we have enjoyed so far.
I would recommend them to any sales organisation seeking significant change and growth from its sales operation whilst keeping it delivering today's top line in today's market.
Sales & Marketing Director