Services › Sales Productivity Improvement
Challenges in the IT market
Orbit have recognised the challenges faced by IT companies - increasing competitive pressures and demands from clients, decline in hardware prices, pressure on profits, desire to move towards a more value-added proposition, combined with a shortage in the market of high quality sales personnel. Change is vital - you can't go on doing what you have always done and expect continuing returns. Both managers and sales people need to adopt new ways of working - not just as a short-term fix, but as a habit.
We believe that a conventional sales training approach will not bring about the sustainable change that is required, so we have developed a new approach based on our team's combined years of experience in sales management and people development.
Important elements of our approach
Our programmes are always tailored to your organisation, but these are some of the common elements:
- Focus on the sales people and accounts with the greatest potential
- Initial skill assessment to create awareness and start the learning process
- Explaining the big picture to the participants so they are willing to raise their game and set stretching objectives
- Developing managers to act as champions and coaches - using a combination of 360 degree feedback, team workshops and ongoing coaching
- Short, focused workshops for sales people to inject new skills and ways of thinking - including practical work applying the new methods to selected accounts
- Ongoing reinforcement through coaching, account review sessions and sales accompaniments to make sure the new methodology becomes a 'habit'
- Regular 'Programme Learning Groups' with senior managers to guide the programme, address any barriers to sales success' and review actual results against the agreed programme measures
All of this results in a high degree of buy-in for the change and long term, sustainable improvements in sales team productivity.
Contact the Orbit team to discuss how we could help you with Sales & Leadership Development.
What our clients say...
Orbit have worked closely with our UK team at Perceptive Software through a period of rapid change and growth for us all. Orbit always manage to balance good commercial acumen and drive with a fun, people-orientated attitude which fits in with the way we like to run our business. The results in all areas have positively assisted both personal and business growth and we plan to continue our relationship going forward.
Paul Hunt, Sales Director, EMEA, Perceptive Software Ltd
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