Ian Stirling of Objectives Reached is a full paid up member of:
As a business advocate of the LEP, we can provide additional advice to clients with help from the monthly emails we receive containing useful information that can benefit companies across Norfolk and Suffolk.
This case study examines a company that sells .
Company selling goods and services.
This company had a Sales Team dealing with Sports and Social Clubs, consisting of a Sales Manager and two Sales Executives. The team was reasonably successful and the feedback the owners were receiving was positive, so they assumed the department was functioning ‘as well as could be expected’, in a competitive market. When the Sales Manager resigned, it was decided that a review of the present two Sales Executives would be carried out to see if they would be able to manage by themselves with the help of an assistant.
When the Senior Manager of the company came in to look at the situation, he found that the department lacked organisation when it came to paper work. The department was filled with boxes of papers ranging from enquiry forms, scraps of paper and emails going back over a long period, most of which had never been followed up.
Objectives Reached are ideally suited to handle this situation.
In our experience, we would argue that there is a great deal more work than the two Sales Executive and an Administrative Assistance are going to be able to handle. Due to lack of training, they would find it difficult to call and say “sorry we have not called you back but....”, as well as have the necessary skills required to handle the response diplomatically.
Because of this, we would temporarily introduce a second team. This second team would then be left to deal with following up on all these leads. The funding for the new work should be paid for by temporarily reducing the marketing budget. By allowing the Sales Executives to carry on with the duties required to cover for the departed Sales Manager and to handle the sales resulting from the ‘follow-up calls’, it safeguards the existing core business and existing sales.
Once the second team has generated possible new sales from reviewing the old documents, a complete review of the Sales Team, its structure and systems, is required along with a straightforward Sales and Marketing working plan. With recruitment of a suitably skilled team, Objectives Reached would carry out training, mentoring and on-going sales development. This might well result in a replacement Sales Manager not being required and the savings made could be reallocated to bringing in specialists to maximise the campaigns.