A fully functioning, market aligned sales operation with a newly appointed Sales Director.
“The work done by Performative helped us establish a complete and structured approach to selling which gave us the means to grow the business in a controlled and predictable manner.
Performative helped pave the way for the steady year-on-year revenue increases that we have enjoyed following the completion of their work.” Paul Bragg, MD, Adept Scientific
Adept Scientific is a leading supplier of software and hardware to the research, science and engineering sectors. Adept’s extensive product range combined with superior service and support helps customers collect, analyse, simulate, organise and present data to deliver information and knowledge. Prior to engaging with Performative, Adept had become frustrated by the lack of business growth. Not unusually for a smaller business, Adept’s owners are experts in their field – in this case, science – and had achieved business success through their passion and knowledge of the subject, but they are not professional salespeople and did not have the experience to optimise their sales team to improve revenues.
The Performative Solution
Performative used a number of interventions to build a structured sales operation for Adept:
- A Sales Maturity Assessment (SMA) provided an assessment of existing sales capability and what needed to change to bring about the desired change in performance.
- A Market Focus Review (MFR) to improve understanding of Adept’s market proposition and how the sales people should exploit it to acquire new customers and gain additional business from existing customers.
- Restructuring of the sales force to provide appropriate effort to both new business development and existing account management; this led to more energy being focused on key accounts which held untapped growth potential.
- Introduction of territory and account planning tools and techniques.
- Introduction of qualification and quantification methods to assist with customer development, opportunity pursuit and pipeline management, reporting & sales forecasting.
- Design and delivery of training courses in selling skills as well as in the specially designed processes that had been implemented.
- Support for the recruitment of new sales people including design and deployment of an induction program for new recruits.
- Performative then provided an Interim Sales Director to embed the new sales approach while managing the sales team on a day-to-day basis. A recruitment campaign for a permanent head of sales was designed and implemented, followed by an induction programme and provision of on-going support for a period after his recruitment.