SALES

A sales team is a significant investment. By determining and maximising your sales output, you will achieve your team’s full potential and improve your bottom-line performance. Whether you need strategy or interim support, we will have the right solution for you. We can walk you through our tried and tested methodologies to get the maximum benefit out of your sales functions. We know what works and what doesn’t.

We tailor the sales process to suit your specific business needs, assisting with the implementation, review and refinement of your plan. To smooth out kinks in your sales pipeline, improve your conversion rates and create a stable sales cycle with reliable results.

1. Targets, Plans & Pipelines

2. Customer Types

3. Sales Process

4. People & Resources

5. Key Activities & Tracking

6. Client Retention & Optimisation

7. New Business Development

8. Strategy & Road Map

1. It is essential that targets are realistic and achievable so the sales team take accountability and responsibility for their individual numbers. We will support you in developing a bottom up target that sales people will be comfortable in owning and delivering

2. It is important to understand both the types of customers, revenue streams and the overall mix that is required to deliver the sales plan, on target and on time. We will assist in shaping the plan to ensure you get the right mix

3. We will review your current sales process and make recommendations to optimize. We will advise on suitable sales operating processes and disciplines to create efficiency and throughput optimisation. This will include process mapping, activity planning and centralised scheduling

4. It is often said that people are your most valuable asset. First job is to make sure you have the right sales leader in place. Next is to develop a high performance culture with clear guidelines in individual roles & responsibilities. We can conduct a combination of assessments to understand skills and knowledge gaps that will be built into personal development plans

5. Time is the most valuable asset within the sales function. We use SMART tools to assess which are the most appropriate types and volumes of activities to ensure you maintain and develop additional revenues channels inline with the agreed plan. We will advise on appropriate contact strategies to deliver the plan with agreed resource

6. Existing clients are the easiest to sell to – they know you and your business and hopefully see value in the services and products you provide. To review your retention you need to identify client leakage, who your profitable and non-profitable clients are and where your Value Proposition might be weak. From this you can develop a retention plan to better service and retain the right clients. Equally, by developing a robust optimization strategy with a segment-specific product/service matrix. We also would conduct a GAP analysis to see where you could leverage extra opportunity

7. This is the most exciting part of the sales process and is where your salespeople will want to spend most of their time. Unfortunately it is also the hardest and so your approach must be right in order to help your business grow. To start with you should model your perfect client of each type and prospect those clients to start with. If you are going to invest time and money in new business you need to make sure it is the right type!

8. To successfully deliver a business growth plan, it is essential to have a clear sales strategy in place. After completing the SMART Sales planning tasks we assimilate the relevant information and advise on a SMART Sales Strategy

How we deliver

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Cost effective – Access to functional experts to plug into a business on a part time basis
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Flexibility – Flexible and low risk solution for when a full time resource is not a requirement; time or project based – no long-term contract required
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Experience – Access to the highest calibre of strategic thinking, bringing best practice through Senior Directors with proven track records of growth and success
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Approach – Joined up, hands on approach – one coaching team for every aspect of your business
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Style – We roll up our sleeves and get involved, a motivational, results-driven and accountable part of your senior in-house team
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Values – Highly connected and like-minded consultants who value honesty, integrity, passion for business and knowledge who love helping businesses

WHAT DO YOU NEED?

Select what you’re looking to achieve

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RESULTS

BEFORE AFTER

Manufacturing

company

Sales £2.7m Sales £5.4m
Gross Margin 46% Gross Margin 49%
BEFORE AFTER

Consumable products 

based business

Client Leakage 33% Client Leakage 18%
Quote conversion rate 40% Quote conversion rate 56%
BEFORE AFTER

Capital Equipment

business

Client Leakage 36% Client Leakage 16%
Client Optimisation 32%  Client Optimisation 37%

TESTIMONIALS

Meon UK, Portsmouth

Harpers helped us to further focus our business growth strategy developing accountability and key measures/controls within the business. Their focus is geared towards execution and driving performance.

Tower Supplies, Poole

If you are in the market for a team of talent, to help you win and provide advice from top level expertise, then I highly recommend contacting Harpers.

Kernow Fixings, Saint Austell

The specialists we’ve engaged with have been remarkable in their experience and capacity to understand the dynamics of people and processes in a business.
The focus on execution, not just strategy, is refreshing.

Quest Hardware, Buckingham

Wow! What an intensive, powerful, total business review, refocus and growth plan unlocked in such a short space of time.
If you are looking for revealing insight into where you need to focus in your business, get talking with Harpers.

Ready to start your journey?

Talk to the Harpers team now on 01794884741 or email us at smart@harpersforgrowth.com

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