Silent Edge, The Sales Performance Authority, short credentials


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This is a short credentials presentation from Silent Edge, The Sales Performance Authority, highlighting some key resullts from the Cranfield/Silent Edge report showing how top sales people in the UK have lacked the investment in their skills. It also contains examples of our reports and some amazing statements of the ROI and growth clients have had.

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Silent Edge, The Sales Performance Authority, short credentials

  1. 1. Presentation to
  2. 2. Agenda <ul><ul><li>Introductions </li></ul></ul><ul><ul><li>Agree objectives for the meeting </li></ul></ul><ul><ul><li>Discussion around your operation and pains related to your sales force and targets </li></ul></ul><ul><ul><li>Presentation of Silent Edge’s process & services </li></ul></ul><ul><ul><li>Value vs. Investment </li></ul></ul><ul><ul><li>Next steps and timescales </li></ul></ul>
  3. 4. Acceptance Sustainability Denial Fear Anger Resistance Openness Testing Relearning Integration
  4. 5. Who are we? <ul><li>Creators of extraordinary revenue growth through innovation </li></ul><ul><li>Delivering end to end sales transformation solutions </li></ul><ul><li>We are the only European company capable of delivering sales academies across all sales roles in all industries, in many languages and cultures </li></ul><ul><li>Providing the ability to measure, develop, and train small sales teams or a global sales force to a consistent best practice methodology </li></ul><ul><li>Sales Performance Authority </li></ul>
  5. 6. <ul><li>“ We consistently help progressive businesses and market leading FTSE 100 companies improve their sales team’s performance and increase revenues . </li></ul><ul><li>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. </li></ul><ul><li>The results motivate each sales person to embrace change, develop their skills and improve performance. </li></ul><ul><li>By delivering the highest quality tailored learning and development programmes we work with you to achieve extraordinary results and truly sustainable change .” </li></ul>What we do
  6. 7. Why are we different? Tailored Skills & Development Sustainability Empowering Sales Management Return on Investment Objectivity versus Subjectivity
  7. 8. <ul><li>The founders of Silent Edge, both former Sales Directors, were </li></ul><ul><li>frustrated with how to change behaviour in sales due to: </li></ul><ul><li>Training sheep dip with no measurement </li></ul><ul><li>Hard to change the behaviour of a sales animal </li></ul><ul><li>Sales figures don’t tell a true story </li></ul><ul><li>Sales training did not stick or change the behaviour of sales staff </li></ul><ul><li>83% of sales managers are best sales person made manager </li></ul>History – why Silent Edge was formed
  8. 9. <ul><ul><li>Founded in 2002 </li></ul></ul><ul><ul><li>Our associate network is now 40 strong and core team of 20 staff in the UK </li></ul></ul><ul><ul><li>Can deliver in local language in Spain, Portugal, Italy, Greece, Germany, France, Netherlands, Belgium, Cyprus, Turkey and the Balkans </li></ul></ul><ul><ul><li>Awards include: </li></ul></ul><ul><ul><ul><ul><ul><li>‘ Best Use of Sales Automation Tool’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Best use of Data in Business to Business’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Young sales professional of the year ’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Sales Trainer of the Year’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Best training solution’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Best use of innovation in sales’ </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>‘ Best use of technology in sales’ </li></ul></ul></ul></ul></ul>About Silent Edge
  9. 10. Some of Silent Edge’s Clients
  10. 11. 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
  11. 12. Testimonial from Orange <ul><li>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.  </li></ul><ul><li>John Hough Business Manager for Enterprise Sales </li></ul>
  12. 13. The Cranfield Report
  13. 14. 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%
  14. 15. Cranfield conclusion about the Silent Edge Process <ul><li>“ 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” </li></ul><ul><li>                                    </li></ul><ul><li>Professor Lynette Ryals. Cranfield University School of Management </li></ul><ul><li>   </li></ul><ul><li>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 </li></ul><ul><li>Cranfield School of Management / Silent Edge survey 2008 </li></ul>
  15. 16. Partners <ul><li>“ We are so impressed with Silent Edge’s detailed ability to objectively identify the sales skills </li></ul><ul><li>and ability of sales people and sales managers, that we have now invited them to deliver a </li></ul><ul><li>module encasing their work on our Sales Management residential course. I would recommend </li></ul><ul><li>that any Sales Manager or Director look at Silent Edge if they are considering improving the </li></ul><ul><li>performance of their sales teams.&quot; </li></ul><ul><li>Laurence Williams - Director </li></ul><ul><li>“ We have worked with Silent Edge over the years to judge our prestigious award ceremony, British </li></ul><ul><li>Excellence in Sales and Marketing Awards. Due to the comprehensive nature of their competency </li></ul><ul><li>frameworks, their methodology is ideally positioned to provide an objective and clear analysis of sales </li></ul><ul><li>and sales management performance which is always extremely accurate.” </li></ul><ul><li>Ren Kapur - Deputy CEO </li></ul>
  16. 17. At the heart of every sales force
  17. 19. New Business Critical Hour™ Averages
  18. 20. New Business Critical Hour™ Competency Averages
  19. 21. Corporate sales team – team score by Account Management
  20. 22. Account Management Observations
  21. 23. What’s in it for sales people to go through this programme? <ul><ul><li>They will see an objective mirror of their sales capability </li></ul></ul><ul><ul><li>All scorecards are tailored to your language and culture </li></ul></ul><ul><ul><li>Each person will have a highly detailed personal development plan that they will own </li></ul></ul><ul><ul><li>The learning and development programme will be precisely tailored to their needs </li></ul></ul><ul><ul><li>Sales managers become competent coaches and embed the change </li></ul></ul><ul><ul><li>Sales staff will start to operate out of their comfort zone </li></ul></ul><ul><ul><li>Create consistent approach to learning and development </li></ul></ul><ul><ul><li>Back up the continuous learning approach to learning and development </li></ul></ul><ul><ul><li>Consistent approach to how sell and deliver value to the customer </li></ul></ul><ul><ul><li>Productivity will increase </li></ul></ul><ul><ul><li>That means targets are exceeded and commissions are greater </li></ul></ul><ul><ul><li>Making the sales person more valuable (CV)…Cranfield endorsed </li></ul></ul>
  22. 24. <ul><li>83% of sales managers are best sales person made manager </li></ul><ul><li>31% of sales managers have had no sales management training </li></ul><ul><li>30% of managers have had psychometric management training (not sales management) </li></ul><ul><li>Only 6% of sales managers have had proper sales management training </li></ul><ul><li>33% can’t remember what training they had or it was team building </li></ul><ul><li>76% of sales managers carry their own individual target </li></ul><ul><li>69% of sales managers said their biggest challenge was recruiting the right people </li></ul>Research on Sales Managers – the facts
  23. 25. Sales Manager evaluation example results
  24. 26. <ul><li>&quot;The skills training was the best Sales Management course that I have participated in my entire career. </li></ul><ul><li>The difference with this course is that I have implemented at least 10 things from the programme I received from Silent Edge. </li></ul><ul><li>The learning has been practical and relevant and will improve my effectiveness in my role and that of my people.&quot;  </li></ul><ul><li>Karen Osborne, Head of Distribution Partners, AXA Insurance </li></ul>Testimonial from Axa Insurance
  25. 27. BT testimonial from Customer Street <ul><li>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.  </li></ul><ul><li>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. </li></ul><ul><li>Ian Norris </li></ul><ul><li>Head of On-Line Sales, BT Directories </li></ul>
  26. 28. BT testimonial from Customer Street <ul><li>To be honest the 2 days in Newcastle could not have gone better. I have been to numerous workshops, seminars, courses etc over the last 10 years and this was without doubt the best course I have been on. </li></ul><ul><li>The only course I have been on that comes close is a workshop with Bill Morris called 'Time for Change' around 8 years ago and believe me that was inspiring. I am looking forward to putting what I have learnt into practise. </li></ul><ul><li>Tony Keen </li></ul><ul><li>BT Customer St </li></ul>
  27. 29. Thank you