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Sales excellence consulting reinvented…

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Research Led Sales Excellence

It’s at the core of everything we do. When you invest substantial time, money and

resources in sales improvement projects, you want to know you are implementing effective,

proven solutions. And yet how do you find the time to establish what works and what is

snake-oil?

Selling Interactions invests over 10% of its revenues on researching sales

excellence so that you don’t have to. We continually scan for best practices, emergent

trends, and research that informs our consulting and training. And our fact-based

methodologies ensure your initiatives are credible and most likely to succeed.

At the same time, it’s our philosophy that all work must be pragmatic, relevant and high

impact, because achieving the right balance between analysis and action can be an art form!

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Our Services

We offer the broadest range of sales solutions to help you and your organisation

become more effective in personal selling. These include consulting, implementation

coaching, training, and turnkey solutions where a multi-partner approach is necessary. We

stick to our knitting and advise you when it is best to involve other specialists to deliver a

truly sustainable sales improvement programme.

From Diagnosis, through to Design and Delivery, we are able to fully service your sales

solutions.

'Our project was led by Selling Interactions throughout, they quickly identified the "job

to be done" and by working with the team and the selected project leaders were able

to motivate and enthuse them. The project was concluded on time and in full with the

resultant sales process becoming a critical part of our monthly review, and is an

excellent management tool to review sales project overview. An excellent piece of

work.'

Richard Parnell, Director, BHJ UK Protein Foods Ltd.

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Our Global Team

Our team is passionate about personal selling. With over 22 international associates,

Selling Interactions is able to deliver programmes locally in 14 languages. Our

associates all sell actively and specialise in sales training or in sales excellence consulting.

They are chosen for having substantial experience in consulting and training, an excellent

track record, and the ability to work with both sales strategy and personal selling behaviour

continually in mind.

I am delighted with the support that Selling Interactions has provided to C&W over last couple of years. Their ability to understand

and indeed anticipate our needs is first-rate, and means that I can trust them to develop learning interventions that are right for our

people – fast-paced, focused, pragmatic and highly-interactive. The Selling Interactions delivery team have all then added value

through bringing their own experience and flair to delivery across EMEA, resulting in high levels of engagement in learners. This has

led to improved focus, discipline and consistency in driving business development through powerful client relationships. Richard Pate, Director of Learning & Development EMEA Cushman & Wakefield LLP

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Sales Excellence Diagnostic (SED)

Where to start? Because there are many variables that can affect an organisation’s sales

performance, it’s important to clearly frame any sales improvement initiatives. Over 4 years,

Selling Interactions has developed a diagnostic that helps you do this.

The Sales Excellence Diagnostic is based on an extensive academic review of sales

best practice, cross-checked with in-depth practical experience of selling in

multiple environments. Version 5.0 of the Sales Excellence Diagnostic is based on 91

best practice elements that make a difference to sales performance.

15 vital areas of an organisation’s sales system are investigated, including for

example, lead generation, sales process, opportunity management, segmentation/KAM

approach and information systems strategy. The output of the diagnostic will give you a

clear mandate for change and a perfect start point for improvement projects

“A CSO Insights survey by Dickie & Trailer (2004)

reported ‘dismal’ pipeline analysis in many

companies”

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Consulting Services

Sales Improvement Projects Understanding the core activities that lead to a successful sale in your context is key to designing training, managing progress and developing forecasts. Linking this to an effective customer journey ensures client satisfaction is central. Our methodology enables highly relevant sales processes to be developed that are owned by the sales team Sales Force Excellence Using our databank of sales specific and diagnostic approaches we are able to implement pragmatic programmes focusing on lead generation, organisational design, SFA, adaptive selling, FLM Coaching, sales-marketing interfaces, CRM specification and other areas to suit your needs. Performance Management and Reporting Frameworks Understanding the real revenue driving activities and their improvement opportunities is vital for sales people and managers to progress and improve. Having line of sight visibility and consequence management is critical for true performance management. Segmentation & Key Account Strategy Development of portfolio analyses, tools and templates, directly relevant to your context to give clear direction to the segmentation and management of your strategic customers, including the vital alignment of internal stakeholders and organization.

Trainer

briefing

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Sales Training

How do you ensure sales training ‘sticks’? Many sales people groan when told they

have to attend “another training course”. Perhaps they have a point.

We believe that standard off-the-shelf programmes are dead. Whilst some are very

good, they rarely get firmly embedded into the fabric of an organisation, they often suffer

from poor “internationalisation” and the content is only superficially customised.

Our approach takes more work upfront, but guarantees much more sustainability of

results. Taking great care at each stage of the training value chain, and applying solid change

& project management principles, Selling Interactions’ global consultant team will make sure

you achieve maximum, sustainable impact. And just like a supply chain, we will help you

optimise your own training value chain to avoid it costing you the earth.

Materials

localisation

“In 48% of the cases where a sales process exists,

it is not used by the salespeople.”

Sandler Sales Institute survey - 2008

Programme

delivery

Business

Strategy

Programme

Design Programme

delivery

Strategy

Execution

Programme

objectives

Trainer

briefing

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Our Philosophy

We recognize that you are the experts in your business: Our role is to lead you to reflect on how to improve what you do by application of intelligent methodologies and practices. In all assignments we do our best to apply these ground rules: •Empowerment (we make your team the stars of the show) •Research led (we value high quality fact-based insight ) •Impactful (we seriously stimulate thinking, behaviour & practice) •Right-sized (we design the minimum cost project to achieve the result you want) •Execution focus (we always keep practice and results in mind) •Results and people (excellence and high motivation are interlinked) •Global insights (local language delivery and international collaboration)

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Selling Interactions Limited

2nd Floor – Quayside Tower

Broad Street

Birmingham

B1 2HF

To find out more contact us:

T: +44 (0) 121 277 4642

E: info@sellinginteractions.com

W: www.sellinginteractions.com