Strategy & Sales
Our Training and facilitation workshops will help you hone your strategy and sharpen your sales.
Benefit from the Performance Learning Framework© which provides an end-to-end pathway from business need to business benefit, ensuring your training goes beyond the immediate session. Our facilitation workshops will ensure your team is encouraged to collectively progress towards your goals, unearthing and exploiting hidden opportunity that you’ll discover along the way.
We facilitate a range of workshops, including:
Read more about our workshops below, or contact us if you would like us to harness the brilliance of your team in pursuit of your goals.
Our Strategy Planning Workshops will benefit both novices and those who are experienced in strategic planning. Beginning with the foundation of your business – the mission, vision, values and value proposition – the workshop will enable you to be clear on the purpose of why your business exists, where it is going, what principles it does business by, and what value it creates for its customers.
Our framework will enable you to:
Review, and learn from, what has led you to where you are now
Map out a future pathway, either with a legacy perspective looking ahead 25 years or a with a more near-term perspective of 3-5 years.
Create a strategic plan for how that future will be achieved.
The reality of life constantly tells us that however well we plan, prepare and execute, stuff always happens to thwart our progress. Hence, the framework also supports risk analysis, scenario planning and tracking tools to help increase your agility to respond to diversions and recover back to your chosen path.
Drawing on your experience over the past few years, what events and actions have led you to where you are now? Have you delivered on your intended goals this year? Would you like to benefit from a framework that allows you to better deliver your goals next year?
Working with your team, we will enable you to create a clear annual plan for your organisation, then help each team (or individual, where appropriate) set up a clear execution plan broadly across four quarters, with greater detail for the immediate 90 days. While the choice is always yours, our recommendation is that you transform this into a rolling 90-day plan which is a more continuous process that creates a constant perspective of 90 days ahead. Finally, within this framework we will support your execution with risk assessment and an accountability model which significantly raises your ability to achieve your plan.
Sales planning relies on a combination of historical data and customer and market insight. While this insight is something only you can provide, we bring a proven process, framework and toolset that helps you build a realistic and trackable annual sales plan.
Through an exploration of customer trends and anomalies, buying patterns and economic cycles, you will be able to create a customer-focused sales plan which can also provide insights into the staff structure and profile required to deliver it.
This a highly beneficial workshop for the Sales team which helps increase the level of insight and ownership of the final annual, quarterly and monthly plans that the team will be required to deliver.
Expertly using your sales process to lead your customer is one of the core areas of business leadership. In recent times, there has been an increase in the proportion of B2B buyers following the consumer trend to make a purchase based on the experience of buying, rather than simply the product or price. In our bespoke Sales Leadership programmes, we explore how you can put the customer at the centre of your business and make the buying experience feel personal to them; an experience they initially choose to have, then choose again and then recommend to others.
Our Performance Selling Framework© enables you to build a successful, customer-focused sales operation, which:
Focuses your customer and product Portfolio;
Tunes your Value Proposition;
Drives the efficiency of your Process;
Increases the effectiveness of your People;
Develops a customer-specific sales Plan; and
Delivers a winning Performance.
This will help you successfully lead your customers through the Revenue Generation Flywheel©, from the creation of awareness and interest through new and repeat sales, ultimately building a winning position where your customers create referrals to generate your next customers for you.