Sometimes, a series of sales workshops or events just isn’t enough. Introducing new customer incentives and products fail to deliver as expected. The shiny new leadership course or the new employee rewards scheme make no dent in disengagement levels, poor behaviours, toxic culture or plateau-ing bottom line performance. The fault doesn’t lie with any of these examples in isolation; it’s more that big change is where culture, strategy and people skills align.

So, the most powerful way to transform sales cultures is to work on all of these aspects simultaneously: realigning vision, values, culture, measurement, reward, processes, systems and capabilities together produces something profoundly better. Designing and maintaining it top-down, bottom-up and outside-in makes it happen easier, faster, cheaper and more sustainably. The only downside is that the investment of time, finance and energy is far greater. But so is the relative payoff.

Our clients engage us to create such shifts, whether through restructuring, revising processes, creating better team working and radically upskilling people or through innovating new approaches for ‘sales academies.’ Our work in this field alone has produced more than £45 million return on investment for clients over the last few years and picked up a national training award.

If you’re looking for seismic shifts in sales performance and a national award to boot, this is the way to go and we’d love to share some free ideas with you over coffee – do get in touch.

We’re sick of running workshops on ‘Closing Skills.’ We just don’t do it anymore. The customer and business landscape has changed so greatly over the last ten years that new approaches are needed to wow customers, win deals and differentiate yourself as a sales organisation.

The latest major credible research (from the Sales Council) supports our longstanding approach of selling insight in addition to product or service benefits. Whether it’s telesales or face-to-face activity, today’s savvy customers are looking for an expert to redefine their issue, educate them on what else they need to know and then provide a clear, unequivocal solution that saves their brain a glucose-hungry complex decision. And, in some sectors, to help customers influence their peers towards the new solution.

Working with clients’ marketing and sales departments in tandem, we help clients define the marketing insights that sales can use to sell, while providing sales with the system and skills to win more customers, more kudos and more repeat business.

Chester Karrass put it well when he said that, “In life, you don’t get what you deserve. You get what you negotiate.” In business, one of the most energy-efficient ways to boost profit is through structuring a great existing deal rather than marketing, selling and servicing a brand new client. But for some of our clients’ businesses, the route to the deal isn’t just a straightforward A to B: sometimes there are multiple meetings, personalities, cultures, agendae and logistics involved.

Negotiating is something that’s done particularly badly by sales reps, usually focussing on their obsession with price rather than value, haemorrhaging profit. We upgrade our clients’ confidence, nerve, creativity and effectiveness in negotiating through the latest American business school thinking and social psychology research. They get more business, more buy-in and more profit while developing richer relationships, inside and outside of work.