The Client

The client is an international hospitality company known for its unique collection of properties

The Objectives

The client identified potential challenges within the sales function of the group and require a detailed, factual analysis of the situation, followed by concrete action plans to close the gaps, with execution support and guidance.

As a result of an unsettled period for the sales team due to changing management, challenging market factors and competitive plays, it was necessary to address the organisational and capability gaps that exist with the aim to drive wholesale skills and behaviour improvement in the sales organization.

The COO desired to critically evaluate the situation, opportunity and gaps, arriving at a defined solution and program

The solution

To support the company to:

1) Review and capture current practice and opportunity

2) Assess and analyze internal sales capability

3) Review current sales processes and supporting tools

Phase 1

Establish the Situation - The Establish phase of the overall program is all about identifying the current situation and potential for performance increases – the need.

Guided the sales function through a comprehensive assessment process

• Sales/BD strategy and culture review

• Opportunity universe and leads

• Value proposition – positioning review

Reviewed and provided recommendations on the sales structure and team members

• Sales skills audit – objective assessment

• Management tactics

• Effectiveness assessment

• Remuneration stress test

Review and provide recommendations for sales-related processes and practices

• Lead generation analysis

• Process mapping and systems audit

• Measurement analytics

• Marketing process audit

Phase 2

Enable the organisations success - Entering the Enable phase moves into developing the solution and designing the method of performance improvement that is sought – the plan.

Provided recommendations on the sales performance and incentive methodologies

• Write role definitions

• Development needs analysis

• Develop scorecard metrics

• Remuneration planning

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

• Define competencies

• Define management competencies

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

• Mapped sales processes

• Build coaching toolkit

The outcome

The leadership were able to strategise a shift in the approach and practices of the company based on the objective input.

There was a clear picture built of the bench strength of the sales organisation together with management capabilities.

Identified issues with interdependent practices across teams were addressed.