Sales – The Missing Link in Business Success

Sales & Selling Performance - the complete story

Sales & Selling Performance – the complete story

If you missed the broadcast on 31st October, you can listen in to the podcast via the UK Entrepreneur Network site to hear Phil as he lifts the lid on approaches to turning opportunities into profitable revenue, and shares several valuable sales tips.

The associated presentation slides can be found here.

Our thanks to George Montgomery for making this possible.

Business growth

Business Growth

Are you an owner manager or business leader, looking to take the next step?

As your business grows, so too the C level team may need to evolve; focusing more on strategy and less on operations, or delegating specific functions. Sometimes, trying to achieve this on your own can be frustrating and risky, requiring a steep learning curve.

In such times of change it can be more cost effective to use external resources to provide the particular skills to successfully design and implement the changes as they are likely to be significantly different to the skills required to maintain the new environment.  An interim appointment is often ideal for these circumstances.

We can work with you and your top team to develop strategic and tactical (sales) plans for:

Growth: providing support, advice and guidance for directors and owners who are dealing with the many problems arising from growing a company in today’s tough business environment.

“Performative has helped us to refocus on our current products and also to look at new markets and we are working as a board far more efficiently.” Director, International Mailing company.

“The work done by Performative created a great foundation for what is now a very successful business.” MD, IT Solutions company.

Succession: If business success has been heavily reliant on your involvement, it is natural to be apprehensive when handing the reins to others so you can devote more energy to the future of the business and coaching your successors, or to freeing you for your next business. We identify the profile of your ideal recruit and shortlist appropriate candidates for your final decision.

“In early 2010 we decided to recruit a Commercial Director to take over the management of the sales and marketing function from me and Performative designed and ran the entire recruitment project. The service provided was excellent as it allowed me to spend more of my time on business, both operationally and strategically, while Performative ran the recruitment project.” MD, IT Parts company.

“Having Performative involved in recruitment of crucial sales appointments gave me peace of mind to leave the UK and build our US operation.” CEO, On-line Education Support company.

Structural Change: drawing on a wealth of practical experience to support you in the preparation and execution of strategy for; new market penetration, acquisitions, mergers, outsourcing, floatation or post-acquisition/merger harmonisation.

“Following the successful completion of a Sales Performance Transformation programme, Performative continued to work with us in support of a plan to effect a management buy-out by existing senior executives. Their wealth of business experience and specific knowledge of the M&A market enabled Performative to provide me with real practical help in finding my way through the minefield of the MBO. In particular it helped me to understand what to expect from the accountants, lawyers and banks, and thus prepare for their processes in funding an MBO. Performative also provided invaluable assistance to the members of the MBO team. Without the support of Performative this would have been a much more difficult exercise peppered with pitfalls.” CEO, Communications company.

Exit: providing expert assistance in preparing your company to make it an attractive proposition for trade sale, divestment or MBI/MBO, enabling you to focus on business as usual and retain business value.

“Performative drove the process throughout, without which support either the business would have suffered or the deal would never have completed. Since completion Performative have continued to support us through the early stages of integration. I am extremely happy with the result they have obtained for us.” MD, Media Agency.

Feel free to contact us for a confidential discussion on achieving your growth plans.

Customer engagement for win-win deals

Customer Engagement

If your customers are slow to make decisions and your pipeline forecast is forever moving, we can help you.

If your sales force are submitting bids with a low uptake so you feel you are just providing free consultancy, we can help you.

Markets are changing and customers have more opportunities for research before they buy, consequently the sales force has different challenges in order to engage with customers. Gaining insight into your Customer’s world and thereby understanding how you can deliver greater value than your competitors can be key to how you approach your target market.

We have helped companies in various sectors re-focus their propositions and markets for greater customer engagement, leading to more new and extension business. This also assisted the sales management to obtain more reliable forecasts.

“Working with Performative greatly improved the quality of engagement with potential customers and our ability to forecast outcomes from those.” MD, Mobile Technology company.

Feel free to call us for a confidential discussion.

What would be the second thing you looked at if you wanted to make more profit?

A recent post on LinkedIn asked “What would you look at first if you wanted to make more profit – sales, product, marketing, staff, overheads, purchasing or something else?”

The answers contained many good suggestions, but all focused on cutting overheads or purchasing costs.  To us it seems highly likely that anyone that has been in business during the past four years has done all the cutting they can.  Cutting fat is of course a good thing, regardless of the economic circumstances, but there is a limit to how far this can go before it damages the business’ ability to grow and it is certainly not a strategy for long-term sustainable growth.

So, after all the cost cutting, what is the second thing to look at?  The answer; strategies to grow the top line.

Become lean by all means, but not skeletal! How can you grow if you're mal-nourished?

Become lean by all means, but not skeletal! How can you grow if you’re mal-nourished?

So, our answer to the question was; cut everything you can, deploy good cost control processes so the fat does not grow back then pay attention to the systematic growth of the top line.  You cannot cost cut your way to success, it is a tactic for surviving not thriving.

If you have not already started, now is the time to look to your strategy for growing the top line.  We suggest the following multi-facetted approach:

  • Expand your efforts to hunt for new customers in your existing markets with your established offerings
  • Look for new customers in new markets for your established offerings
  • Continually farm existing customers for add-on and new business
  • Devise new products and services to sell to existing markets
  • Once your new offerings are established take them to new markets

There is a danger that during a period of relative inactivity, as is common during a cycle of cost cutting, the organisation loses its “hunting” edge.  So, it is important to devise and deploy different and proactive go-to-market strategies that will drive a program of hunting.

Finally, back to cost control.  Always keep a focus on the costs and if you find you have activities that are no longer core either divest them or outsource them.