A fully operational sales team that has created steady revenue growth and reduced reliance on the business owners.
“Performative has unquestionably helped us to become better focused and more structured in all aspects of our selling activities. This has enabled us to accelerate the growth of the company with certainty which is a great foundation for planning and investing in our future.
Throughout the period of involvement with Performative we have found them very supportive and responsive and they have provided advice on a diverse range of topics. They are a great partner to have.” Commercial Director, GRITIT
GRITIT was the first company in the UK to focus exclusively on winter gritting and is a market leader in what is known as the winter risk management industry.
Initially, GRITIT’s selling activity was undertaken by the two owner-directors, but as the business grew they wanted to create a sales team and have sales processes that would enable revenue growth.
The Performative Solution
Performative has helped GRITIT in three areas:
- Sales recruitment: Performative ran two recruitment campaigns, one for the initial sales team and then for additional sales people nine months later. On each occasion, activities included:
- Designing and running the advertising
- Conducting first and second interviews
- Supporting GRITIT with the final interviews
- Running Thomas International’s DISC profiling on each of the final candidates and providing an interpretation of the results
- Checking references on the selected candidates.
The recruitment activity was supported by complementary HR activities, namely:
- Creating a sales employment contract
- Designing a commission scheme
- Designing and helping to deliver an induction programme for the new sales people.
- Sales Processes: while delivering the recruitment projects, Performative also worked on defining and documenting key sales techniques and tools:
- The overall sales process
- A standardised approach to key account selling
- Account planning templates
- Management training: on completion of the sales processes, Performative designed and ran a workshop for GRITIT’s Regional Operations Managers to coach them in selling techniques which they now use to help farm their existing customers.