The client is one of the leading home and office moving companies in Kenya. They generate a lot of interest through a very strong brand recognition and aggressive digital marketing. As a result they always had a large number of enquiries through the phone, social media pages and the website.
While their sales numbers were impressive their conversion for large ticket enquiries stood at 21% while for small-ticket ones was only 16%. This meant there was a big opportunity for growth.
The founder and his general manager came to us while looking for a sales training firm that would help train their people on closing skills.
Like in all other such enquiries our sales experts sought to understand their sales situation including their sales processes, tools, and sales approaches. The expert then spent time with the sales team during one of their sales meetings and listened to their conversations.
From this gaps evaluation, we identified various aspects that if addressed will highly improve their conversion rates.
The sales process though generally clear had various bottlenecks and leaks that lost most of the enquiries. We identified big areas that many of the enquiries didn’t progress and came up with various solutions.
There were blind areas that the organization took for granted such as conversation starters, trust-building, and persuasion processes that the salespeople were unaware of. We recommended various solutions to address the gaps.
We designed and rolled out 6 months learning programme for the whole organization that included a sales for non-sales people curriculum. The programme went beyond lessons to application. There was a massive transformation on how the people handled various sales and sales related tasks.
The expert recommended various changes in the sales approaches to speed up the sales cycle time and remove various buying obstacles.
We came up with performance metrics and tools to support the sales process and track activities and results from sales efforts for each sales person and sales initiative. Based on the outcomes various adjustments in how the company approached were made as well as various learning modules developed.
The managers were trained and coached on how to get the most out their sales teams. They became more than supervisors to an essential sales support system.
Each sales person’s sales aptitude and personality profile were assessed. Some people roles were adjusted so as to take duties they are best suited for. Those who remained in sales were helped to best appreciate their sales strengths and then guided on how to adopt a selling style that is most natural to them.
By the end of our engagement, the conversion rates had taken a steep growth trajectory. One sales person’s closing rates had moved from 12% to 69%. The lowest improvement was doubling the closing rate to 26%. Overall, the company’s large ticket sales over the period had tripled without increasing the number of new enquiries significantly. This was mainly due to increased closing as well as upselling, cross-selling and less discounting due to superior negotiation and persuasion skills. Small ticket closing stood at 27%.
Our sales experts are available to talk to you about your sales situation and give you free advice on what you need to do to resolve them.
Growth Partners is a sales consultancy firm will help and support you to achieve your highest possible sales results as well as address various sales challenges that stop your business from performing at its best.
We will help you identify and remove sales performance bottlenecks, optimize returns from your sales resources and identify unutilized and non performing sales assets in your business.
Sales training, sales guru, closing sales, prospecting, professional sales training, sales techniques, selling techniques, sales strategies, selling strategies, negotiation skills, convincing a customer to buy, ideas to increase sales social media selling, sales course, sales and marketing courses, sales training program, improving sales, sales training programmes, online sales courses, online sales training, proven sales techniques, best sales training courses, sales essentials, sales jobs, sales management, sales manager course, sales calls, sales motivation, sales aptitude, digital sales, sales psychology, psychology of selling, strategic selling, challenger sales, salesforce, sales communication, sales dressing, sales image, customer relationship management, relationship selling, sales turnover, sales team leader, CRM, relationship marketing, lead generations, sales diploma, marketing society, insurance selling, sales attitude, retail sales, persuasion strategies, selling skills, sales plan, sales planning, call planning, sales commissions, sales retainer, sales compensation, sales aptitude testing, sales competencies, sales personality, sales psychometrics, selling process, sales structures, sales expert, international sales course, convincing power, sales culture, sales onboarding, sales recruitment, salesperson qualities, strategic selling, territory management, account management, consultative selling, key account selling, sales roles, selling, selling to government, selling to parastatals, B2B Selling, B2G Selling, Public Sector Selling, B2C Selling, Corporate Selling, Lost Sales, sales metrics, sales KPIs, Sales Appraisal, Sales performance, sales incentives, FMCG Selling, Modern Trade, HORECA Selling, Institutional Selling, Merchandising, Sales outsourcing, sales management outsourcing, sales confidence, export sales, retail sales, hotel sales, sales objections, sales goals, sales recognition, increase confidence, overcome fear of rejection, time management, van selling, cold calls, phone selling, enquiries, showroom sales, sales books, sales website, elevator pitch, sales ethics, discounts, price selling, beating competition, making someone buy, networking, closing referrals, when customer says no, success, sales personality, sales recruitment, sales talent, sales selection, mobile selling, selling techniques, Psychometrics for sales job, free online sales course