Improving Sales Effectiveness

phone+44 (0)845 226 4263 Consult@MeridianISE.com

Capability Development

Training is only part of the answerConsultancyModelFull

  • The Sales Organisation's capability requirements should be determined by the requirements of the sales processes which will ensure that key goals are met
  • In turn, these sales processes must represent the best way to implement the sales strategy, exploiting the sales drivers which assure a successful outcome
  • And of course the strategy must be based on an allocation of the appropriate type and frequency of resource according to the sales opportunity at stake
  • Only then should capability gaps be measured against a new set of role profiles, & any Capability Development programmes should then address skills and behaviours deficiencies
  • Following a training intervention, it is vital to track behavioral change with a review system to measure a set of kpis linked to business results, and ultimately ROI

Identifying the capability gap

Structure & processes determine competencies

  • What are the critical macro & micro sales processes?
  • What roles have been created to bring these processes alive?
  • What tasks need to be performed (by individual role)?
  • What competencies are key to performing these tasks?
  • Where are we now?
  • What is the gap that needs to be closed
  • And what is it worth? (Or what are we losing by not fixing it?)

Our Approach

We offer the same “shallow dive” approach in the capability development area as we do in our Consultancy offering - namely a few days scoping the issue to produce a proposal around these areas:

  • Training Needs Analysis
  • Structure, roles & competencies
  • Sales & management process review
  • Training Return On Investment review
  • Systems and controls audit

Projects may then follow this process: 

New ways of working need to be carefully & comprehensively bedded in

  • Tools make it easier for people to change their daily actions
  • Controls make opaque activity more transparent
  • Management follow up on levels of compliance assures the change moves from ‘forced mechanical’ to ‘willing automatic’
  • And we can begin to measure training effectiveness

Aligning behaviours across the organisation

  • We ensure the entire organisation understands and supports the training
  • Our expertise in Sales Management means we can train the Board through to the frontline sales people
  • We help managers develop key skills in the workplace
  • Our training is tailored to meet the needs of the business

A selection of our training programme capabilities

 

Management Development

Sales Management

Field Sales & Key Account Management

  • Leadership
  • Motivation
  • Coaching
  • Personal mentoring
  • Interviewing
  • Appraisals
  • Problem analysis & solution
  • Communication
  • Developing & running development centres
  • Sales for non sales managers
  • Managing sales from the board room
  • Project management
  • Time & self management
  • Sales strategy development
  • Field sales management
  • Field sales coaching
  • Sales process re-engineering
  • Sales director development programme
  • Managing & implementing change
  • Optimising sales investments
  • Understanding sales drivers
  • Managing 3rd party sales resource
  • Key account management
  • Account influence mapping
  • Managing complex sales
  • Solution selling
  • Category management
  • Steps of the call
  • Negotiation
  • Presentation
  • Objection handling
  • Exhibition selling
  • Telesales inbound
  • Telesales outbound
  • Distributor management

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Read enough? Feel free to get in touch with us or request a call back

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Head Office:
Meridianise
20-22 Wenlock Street
London
N1 7GU

+44 207 608 5750
Consult@MeridianISE.com

Technical Centre:
Meridianise
Room S8
Sparkhouse Studios
Ropewalk
Lincoln
LN6 7DQ

+44 1522 837 252
Consult@MeridianISE.com

england

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in the UK. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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France Office:
Bâtiment B – 5ème étage,
21/23 rue de la Vanne,
92120 Montrouge,
France

+33 (0)172 700 000
www.daytona.fr

FranceMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in France. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Netherlands Office:
Generaal Vetterstraat 82,
1059 BW Amsterdam
the Netherlands

0031 (0)20 5437444 www.cosinebenelux.com

netherlands

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in the Netherlands. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Germany Office:
Cosine Germany,
Eimsbütteler Strasse 13,
22769 Hamburg,
Germany

GermanyMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in Germany. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Africa Office:
659 Pienaar Street
c/o Pienaar & Waterkloof Str.
Brooklyn, Pretoria 0181

AfricaMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in South Africa. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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Mexico Office:
Av. Patriotismo no. 482
Col. San Pedro de los Pinos
Del. Benito Juarez C.P. 03800
México, DF

(52) (5) 36001250

MexicoMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in Mexico. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.

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China Office:
Building 5,
NO.29 ShaJing Road,
200080,
Shanghai

(021) 25012752

ChinaMap

Through its sister company 20:20rdi, Meridian ISE has a worldwide strategic alliance with the Cosine group, and has associates working in Cosine’s office in China. Cosine is part of the Omnicom group of agencies, and Omnicom is the second largest multi service advertising agency group in the world. This alliance allows 20:20rdi to leverage the group’s international scale and provide a local service, using local market experts and speaking the local language.