Helping you design and implement your sales strategy

Your customers expect more, and a customer-centric culture is the foundation for meeting and exceeding those expectations. We work with your leadership team to build a sales culture that aligns with the customer journey, fostering deep relationships, increasing satisfaction, and boosting long-term retention.

• Use the Customer Experience Deck to clearly articulate what you want your customers to feel (and not feel) when engaging with you.
• Design customer centric conversations and metrics.
• Align sales behaviours with customer needs.
• Implement training to embed customer-centric values.
• Design coaching frameworks for leaders to embed customer centric conversations.

and customer conversation mapping.

Effective sales operations require a clear and repeatable process. We work with you to design and optimise your sales processes to ensure your team can consistently hit targets while improving productivity and efficiency.

• Map the current state of your sales process.
• Identify bottlenecks and areas for improvement.
• Design a scalable, optimised sales process that aligns with your business goals.
• Focus on both lead and lag indicators within the design.
• Design an assessment and coaching framework to help embed the desired sales process.

The right roles and competencies are key to a successful sales organization.  We can work with you to define the structure and skills your team needs to outperform in today’s competitive landscape.

Using an approach known as Accurate Role Perception, we work through a process which helps you to become clear on:

• The critical activities for each role,
• The behaviours associated with those activities,
• The capabilities required to demonstrate those behaviours, and finally
• The appropriate KPIs.

This provides clarity for the role incumbent as well as the leader about exactly what is required of the individual, enabling them to succeed.

To drive consistent performance, your sales team needs clear accountability and measurable goals. We can work with you to create a high-performing sales team structure and set the right KPIs to drive success.

• Analyse and optimise your current team structure.
• Define individual and team KPIs that align with business objectives.
• Implement performance measurement systems to track and improve outcomes.
• Build coaching capability to help people grow and meet their KPIs.

Our sales recruitment process helps to identify salespeople who will succeed in your specific sales environment. We work with you to articulate the unique skills and attributes required of a salesperson in your organisation and begin the candidate assessment process. The sales recruitment process ensures that only those salespeople with objectively identified skills, strengths, mindset, and environmental compatibility will be put forward for an interview – saving you effort, time, and cost.

Before you begin reading resumes or speaking with applicants, we recommend using a sales candidate assessment. Our expert sales recruitment consultants will also support you to "park existing bias" and better screen for values and cultural alignment—allowing you to move away from purely behavioural-based screening.

We can:

• Create and design a compelling SEEK ad that differentiates you from other roles.
• Design a phone screen interview process to streamline the applicant screening process.
• Design a first-round interview guide using sales evaluation, experiential interview techniques (including sales role play), cultural and values alignment.
• Handover sales role play and scoring criteria, including documents for candidate, salesperson and assessor.