Silent Edge, The Sales Performance Authority - PresentationPresentation Transcript
Agree objectives for the meeting
Discussion around your operation and pains related to your sales force and targets
Presentation of Silent Edge’s process & services
Value vs. Investment
Next steps and timescales
Who are we?
Creators of extraordinary revenue growth through innovation
Delivering end to end sales transformation solutions
We are the only European company capable of delivering sales academies across all sales roles in all industries, in many languages and cultures
Providing the ability to measure, develop, and train small sales teams or a global sales force to a consistent best practice methodology
Sales Performance Authority
“ We consistently help progressive businesses and market leading FTSE 100 companies improve their sales team’s performance and increase revenues .
Our unique award-winning approach, accredited by leading business schools, objectively evaluates skills, knowledge and behaviour in a real sales environment against recognised best practice.
The results motivate each sales person to embrace change, develop their skills and improve performance.
By delivering the highest quality tailored learning and development programmes we work with you to achieve extraordinary results and truly sustainable change .”
What we do
Why are we different? Tailored Skills & Development Sustainability Empowering Sales Management Return on Investment Objectivity versus Subjectivity
The founders of Silent Edge, both former Sales Directors, were
frustrated with how to change behaviour in sales due to:
Training sheep dip with no measurement
Hard to change the behaviour of a sales animal
Sales figures don’t tell a true story
Sales training did not stick or change the behaviour of sales staff
83% of sales managers are best sales person made manager
History – why Silent Edge was formed
History – Unanswered questions
How do you know you have a good rep without waiting 3-6 months?
Why do Sales Directors only get support from sales training companies when Marketing Directors have 6-7 agencies to help them deliver their targets?
Why do Sales training companies try to fix the problem without truly knowing what the problem is?
Why is there no accurate measurement or objective statistical benchmarking of sales forces?
How do you scientifically shorten sales cycles?
Founded in 2002
Our associate network is now 40 strong and core team of 20 staff in the UK
Can deliver in local language in Spain, Portugal, Italy, Greece, Germany, France, Netherlands, Belgium, Cyprus, Turkey and the Balkans
‘ Best Use of Sales Automation Tool’
‘ Best use of Data in Business to Business’
‘ Young sales professional of the year ’
‘ Sales Trainer of the Year’
‘ Best training solution’
‘ Best use of innovation in sales’
‘ Best use of technology in sales’
About Silent Edge
Some of Silent Edge’s Clients
Results and Testimonials (Account Managers & New Business) 450% growth (£750k – £4m) in 6 months (National Accounts Team) £6m increase (13%) in the first year of working with Silent Edge (33% ROI) – they are growing at 10% in year two and the market is growing at 2% (Field Sales, Telesales & Managers) 30% increase in sales (£14m) in a year (Field Sales & Managers) 50% growth in year one and 35% in year two (margins also increased) (Field Sales & Managers) won £2.3m of new business within 3 months of the end of the programme with £500k profit (Inbound Call Centre) experienced a 20% uplift across 160 people in their Irish call centre (Online Inbound Telesales) pilot team have been top performers in December – performing 8.6% better that the average of the telesales team
Cranfield conclusion about the Silent Edge Process
“ The competencies that Silent Edge have defined really help drive sales performance and the model can also predict how likely the sales person is going to close a deal”
Professor Lynette Ryals. Cranfield University School of Management
Only 12% of new business, 2% of telesales and 4% of account managers in the UK have all of the necessary skills to be able to fulfil their job
Cranfield School of Management / Silent Edge survey 2008
“ The competencies that Silent Edge have defined really help drive sales performance and the
model can also predict how likely the sales person is going to close a deal”
Professor Lynette Ryals
“ We are so impressed with Silent Edge’s detailed ability to objectively identify the sales skills
and ability of sales people and sales managers, that we have now invited them to deliver a
module encasing their work on our Sales Management residential course. I would recommend
that any Sales Manager or Director look at Silent Edge if they are considering improving the
performance of their sales teams."
Laurence Williams - Director
“ We have worked with Silent Edge over the years to judge our prestigious award ceremony, British
Excellence in Sales and Marketing Awards. Due to the comprehensive nature of their competency
frameworks, their methodology is ideally positioned to provide an objective and clear analysis of sales
and sales management performance which is always extremely accurate.”
Ren Kapur - Deputy CEO
Developing high-performing sales people
Cranfield show the link to success from Silent Edge’s competency frameworks Socialiser Narrator Deal Maker Product Focused Story Teller Consultant Product Closer Expert New Bus 11% 16% 5% 23% 6% 15% 10% 12% 100% Tele 27% 16% 6% 22% 11% 11% 6% 2% 100% Acc Mgt 22% 12% 8% 8% 8% 16% 24% 4% 100%
At the heart of every sales force
Acceptance Sustainability Denial Fear Anger Resistance Openness Testing Relearning Integration
New Business Critical Hour™ Averages
New Business Critical Hour™ Competency Averages
Corporate sales team – team score by Account Management
Account Management Observations
What’s in it for sales people to go through this programme?
They will see an objective mirror of their sales capability
All scorecards are tailored to your language and culture
Each person will have a highly detailed personal development plan that they will own
The learning and development programme will be precisely tailored to their needs
Sales managers become competent coaches and embed the change
Sales staff will start to operate out of their comfort zone
Create consistent approach to learning and development
Back up the continuous learning approach to learning and development
Consistent approach to how sell and deliver value to the customer
Productivity will increase
That means targets are exceeded and commissions are greater
Making the sales person more valuable (CV)…Cranfield endorsed
83% of sales managers are best sales person made manager
31% of sales managers have had no sales management training
30% of managers have had psychometric management training (not sales management)
Only 6% of sales managers have had proper sales management training
33% can’t remember what training they had or it was team building
76% of sales managers carry their own individual target
69% of sales managers said their biggest challenge was recruiting the right people
Research on Sales Managers – the facts
Sales Manager evaluation example results
"The skills training was the best Sales Management course that I have participated in my entire career.
The difference with this course is that I have implemented at least 10 things from the programme I received from Silent Edge.
The learning has been practical and relevant and will improve my effectiveness in my role and that of my people."
Karen Osborne, Head of Distribution Partners, AXA Insurance
Testimonial from Axa Insurance
BT testimonial from Customer Street
I have never seen before such a massive turn around in attitude and commitment. It would be accurate to say that if they could have excused themselves on mass prior to the event starting they would have done so without hesitation.
There is now genuine passion and belief in the Silent Edge programme which we will need to harness and maximise. Certainly the team of people that you coached this week are ambassadors for this programme moving forward and we now have people who are wanting to make this a success.
Head of On-Line Sales, BT Directories
Testimonial from Orange
The programme is the best I have been on by the way, way better than Vodafone and better than companies like Unilever, Coca Cola Enterprises and Whitbread, all of which I was a first line manager.