The Client

The client is a leading future skills training business in Australia

The Objectives

A national adult education business faced some challenges after a series of acquisitions.  The amalgamation of the different sales teams with differing approaches, experience and sensibilities was contributing to a dysfunctional sales environment.

There was a need to develop a considered sales strategy, effective sales processes and performance management and also to assess the current sales team to ensure the right fit.

The solution

Jo embarked on the Establish phase of the project with a period of discovery.  Discovery included process and approach reviews together with interviews across the sales organisation, leadership and supporting functions.

The desired outcome was a fully optimised sales function encompassing all aspects around People, Processes and Practices.

Phase 1

•Guided the sales force through a comprehensive assessment process

•Reviewed and provided recommendations on the sales structure and team members

•Provided recommendations on sales structure and viability of fit

Phase 2

•Provided recommendations on the sales targeting and incentive methodologies

•Promoted best practice structures across the sales organisation

•Remapped the CRM system

•Introduced a competency framework to the organisation to provide a foundation for performance management across the sales organisation

•Provided observations and recommendations for business best practices across the organisation including sales team interdependencies

The outcome

The leadership of the organisation adopted nearly all of the recommended actions.  The sales structure and viability of the individuals were changed to reflect the recommendations.  Best practices around management and training of the sales organisation were also adopted and a reorganization of the support functions to improve efficacy of the processes.