Sales Excellence & Customer Management Support

Key Account Management resource , Skills Training & Delivery

With extensive experience on multi million dollar accounts or working with owner operators through to multi nationals we can either directly manage an account for you, assist or coach your teams.

Our speciality is securing difficult to manage accounts and accounts where there are ongoing problems and the relationship needs to be recovered.

Key Account Management process.

The plan and strategy for managing a key account is critical.

Although there are many tools in the market to document the plan – it is the ability to analyse, discuss and identify key issues that makes the content of the plan valuable. This content assists the team achieve their goals and creates a loyal and satisfied customer.

We can lead and assist your team in the plan generation and review.

Sales Resource & Coaching

As additional sales capacity or ‘on the road’ mentoring and coaching for your sales team we can provide short and long term support to help you generate sales.

Topics include understanding customer needs, how to identify customer issues, commercial awareness, finding customer un recognised or disclosed issues

Business Operations Systems

The systems that support a business must be better than your products. Seamless delivery of business processes leads to customer satisfaction and loyalty. From samples, to quoting, account setup, initial sales, supply and complaint resolution we can assist you to improve these key activities

CRM Take-up by sales

CRMs are surprisingly easy to instal but the key is ensuring staff use the tools to their own and the companies advantage.

Take-up from frontline staff is often poor and limits the benefits of the CRM.

We can assist to help staff see the benefits for them and engage with a CRM system, delivering benefits for customer, sales teams, support staff and management.

Launch, Business Model Change & Transformation coaching for Sales & Management

A well executed product launch, plant closure, supply chain change or business transformation requires excellent engagement with customers.

The messaging of sales teams and management must be well prepared and rehearsed.

Role plays with a ‘customer’ hone the teams skills and prepare them to deal with all situations.

We can lead your team through this process via workshops and role plays, coaching so that the messaging supports the business.

Our Experience Includes:

Leading key Account reviews for the top 50 customers of a multinational.

Exposure to winning sales methods and stories as a judge of regional sales excellence award for over 5 years. This included understanding the services that had to be offered to support the sale of materials and chemicals..

Leading a sales and senior management team through converting a supply chain from local production to import, including messaging and engagement with over 50 customers. Successfully retaining and growing the business. The immediate success of the project was secured through a supply chain strategy and well structured role plays to ensure delivery of key messages

Over 10 years experience as Key Account Manager at market leaders where our sales turnover was over A$10 million pa

4 years leading sales teams servicing customers in petrochemicals, personal care, food, nutrition, construction materials, plastics and foams

Implemented two CRM systems to sales teams in multiple countries, all involved in B2B selling of materials. These teams showed the highest uptake of CRM across the company and region.