We help you to GROW your people

We specialise in Sales and Business Development…

Results

KPIs – we were looking to increase our average annual run rate in terms of licencing fees, also we wanted to speed up our services for end-to-end partner integrations from first pitch to getting somebody live, reducing that time was critical to reduce a relative long sales cycle of 4 months, bringing that down to less than 3 months. Another goal was to activate inactive accounts as we have a finite amount of large Enterprise client in Europe of 100 Accounts; the goal was to increase the active client base with to 80% that would increase it by 20%.

The Outcomes

We invested time and money into the training and what my bosses were really after: first of all we looked at our hard KPIs. How much did our total revenue improve? About 12% – we could not necessarily tie that directly to the training, but when we drilled down a little bit for example, length to signature, quality of service (we did customer surveys where we asked How happy are you with our engagement, they had a better understanding of who is the economic buyer: all this allowed us to bring down our average sales cycle from 4 months to under 3 months across the products and in terms of average deal size we went well up over 30% year on year which is a good healthy sign. I would recommend Jamies sales training to anyone in my network.

The Project:

Jamie and I were sitting together to discuss what makes sense in terms of a Seminar/Workshops. We said that it is something that we want to do over multiple Modules. We ended up doing it over the course of 6 months with 5 Modules, combining initially a large group session which set the vision for the team within the larger company, explaining that we are investing in them, really focusing on speaking a common language, understanding where everybody is coming from.

In detail, we looked at what are the current best practices, what are people doing, where do they differ, where do we lack a bit of cohesion and togetherness. We did several roles plays but also Jamie introduced a couple of sales models, including the GROW Model where we really looked at what is common practice outside of our industry and we also educated Jamie a little bit on our Travel Sector and what the Digital landscape looks like. From there into the second Module we tailored a little bit more customised towards the individuals, again a lot of role play: a key component was to throw yourself at it and play a couple of scenarios through and have breaks and collect effective feedback: everybody took that really professionally: we had a very trusted and safe environment.

What I was really proud of was that the engagement level was really good. From there, Jamie held one-on-one individual sessions with the team members, which I was not part of, which gave an extra layer to critique the current way of working. I explained to Jamie the individual client circumstances because in Enterprise sales not every Partner is the same: sometimes you have different blockers and with experience of Jamie we were able to tailor a learning programme for each individual and from there we brought everybody back together into a group session where we said, “OK this is where we are and this is what we’ve learned” and from there on we carried it out into practice with the actual clients, where I was shadowing them: Jamie was able to listen into a couple of meetings too.

We concluded with a Module “What have we done over the last half year?” “What have you learned?” What do you want to keep on doing and what do you want to do less of? “ It felt like a really well rounded programme for them, something which is now sitting deeper in their toolbox for their professional career approach to selling and helped Tripadvisor to speak a common language.