Sales performance in a changing world.. This short document will help you see why we work the way we do in sales performance and give you an quick insight into our services

1. A” changing sales world”.
You recognise the need to change the way you
achieve the sales result because of one or more of
these four drivers of sales change:
1. You need to achieve a sustainable, predictable
result in a volatile, uncertain, complex and
ambiguous (VUCA) world. The sales models that
worked in more stable, predictable times may
not work in a VUCA world.
2. You need to generate high growth in a low
growth economy. You know that you cannot
just “ride the wave” and that growth through
acquiring companies or taking market share is
not enough for sustainable growth.
3. You know that buyer behaviour is changing
rapidly and radically. There is much more
information and insight available to buyers
who are often very well informed by the time
they engage with a seller. Buying processes
have become more complex. Frequently there
are more people involved in decision making..
We cannot afford to be analogue sellers in an
increasingly digital buying world.
4. You see the pace and scope of change in
sales innovation and enablement and want
to capitalise on the opportunities they present
without being dazzled by the latest “shiny toy”.
The wise selection of new sales enablement
resources will lead to strong competitive
advantage.
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Why?
Saleslevers exists because of these changes which
we have been tracking. Because of our experiences
and our view of the future, we know that many of
the old ways will not continue to deliver. Of course
some of the core elements still very much apply,
but we are convinced that the old truism is now
outdated: “If you do what you’ve always done, you’ll
get what you’ve always got.” We believe that when
it comes to selling in a changing world it’s a case
of “if you do what you’ve always done, you’ll stop
getting what you’ve always got.” Diagnosing the
changing situation and formulating new ways of
working has become both important and urgent.
Interviewed in The Times & The Sunday Times
in June 2020 SalesLevers MD Richard Higham
commented:
Sales Performance
in a Changing world
The Why the What and the How
You may be a business owner or investor. You may be responsible for overall
revenue or specifically for sales performance or sales enablement. You
recognise the pivotal importance that sales play in the business result and
in managing business growth, risk and value.
“The big prize for sales is to generate
sustainable organic growth that makes a
significant contribution to the value of the
business. This value will be recognised by
potential investors, suppliers, partners and
customers. The big challenge for sales is that
this significant sustainable growth needs
to be achieved in a rapidly and radically
changing business environment.”

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What we focus on with your business
SalesLevers have developed a powerful and
integrated way of working that delivers sales
performance improvement.
Earlier this year Charlie Newby SalesLevers Group
Commercial Director explained the approach to
The Yorkshire Times: “We can help customers to
diagnose current issues, formulate plans and deliver
the technology and training to make improvements.
The company is fortunate to be able to draw upon
the expertise of a team who have worked with
large companies and SMEs across (a wide range) of
sectors.”
In practice, Saleslevers
apply five vital “advances”
for sales performance.
We start by diagnosing
the current strengths
and weaknesses of
your approach to
different aspects of
sales. We can then
support you as required
in formulating improved
approaches. These first two
steps call on our capabilities
in sales performance consulting. We can then
deliver the improvements through our training and
change management skills; developing people
and processes and reinforcing change. Finally we
measure and replan with you, re-calibrating for a
changing world.
These advances centre on the three “levers” of sales
success shown in the centre of the five steps wheel..
Activity - asks the questions “are we doing enough?”
Concentration of effort - asks the questions “are we
doing the right things with the right contacts in the
right organisations”?
Effectiveness - asks the questions “Are we doing
these things in the right way?”
In short SalesLevers, working with its subsidiaries
and partners has the full capability and capacity
to deliver the multi-faceted aspects of sales
performance improvement.
How we work with your business
While our projects can start with any of the five
steps, it is normally best to begin at the beginning.
Diagnose
Our diagnostic starting point is
a “Commercial Reconnaissance”
usually focussed on one of three
sales situations.
1. Winning new-new business.
2. Growing and keeping
customers.
3. Managing strategic relationships.
A Commercial Reconnaissance involves a couple
of management sessions applying SalesLevers’
Balance Check tools and techniques followed
by workshops with selected members of the
sales team. Some projects will stop after the
Commercial Reconnaissance which will have
been used as a way to validate or challenge the
current ways of working leaving the business
able to take its own improvement steps. Other
relationships will continue with one or more of the
remaining steps. Tools include:
Balance Check
Sales Focus Diagnostic
Sales Capability Analysis
Compensation Diagnostic
KPI Analysis
Formulate
This involves working together
to build a new way of working.
Formulation projects could
include:
Building or rebuilding a Strategic
Account Management approach.
Segmenting customers and
opportunities and changing the coverage model.
Redesigning sales compensation.
Adapting sales management to a changed
environment.
Sales Performance
in a Changing world
The Why the What and the How
Activity
Concentration
Effectiveness
Diagnose
Formulate
Develop
Reinforce
Re-calibrate

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Building an overall sales performance plan to
optimise business value.
Building sales processes.
Forming a plan to enter a new market.
Working up a sales enablement capability.
Develop
Training and development
are only one part of the sales
performance mix but they are
a vital part. SalesLevers has
rich and robust experience of
designing and delivering sales
development through a range of
media:
“Serious” (but fun!) sales games.
(Through SalesLevers Group
Company Quota Sales Games).
Instructor-led workshops.
Remote sessions using integrated and cutting-edge
technologies.
Forum Theatre.
Online learning.
Reinforce
This is all about
embedding the change.
It is implementation
that delivers Return on
Investment. Many good
programmes fail to realise
their potential through
poor reinforcement and
implementation. SalesLevers are passionate about
this aspect of sales performance improvement. Our
resources include:
Video shorts
Dedicated web spaces
Practical tools and worksheets
Knowledge retention and reinforcement tools
AI based coaching tools
Sales activity apps (through SalesLevers Group
Company i-snapshot)
Coaching methodologies and tools
Playbooks
Sales Enablement Tools
Recalibrate
Measurement is a vital
and often overlooked step.
SalesLevers has focussed on
measurement from the start.
The main application is the
Kirkpatrick four level model:
1. Response
2. Changed understanding
3. Changed behaviour
4. Changed result
We will help you measure Return on Investment
and plan forward for a changing future.
Sales Performance
in a Changing world
The Why the What and the How
The aim
Writing recently in Insider, SalesLevers
Executive Chairman Martin Allison put it
like this: “The aim is to help sales leaders
and their organisations to transform the
effectiveness of their sales operations in
these challenging times.
“We believe the combination of data
insights accompanied with the expertise
and tools to drive effective sales practices
will help companies achieve more with less.
Our raison d’etre is to bring together the
best in class partners and solutions for the
benefit of our clients, enabling sustainable
sales performance.”

4. Our SAM methodology is
based on the SalesLevers
Customer Gyroscope
model which has
proved to be a clear,
simple and flexible way
of understanding SAM
concepts and applying
them to different
organisations ranging from
Foreign Direct Investment
(FDI) to plant hire to
process automation.
1 Centre everything
on the customer 2 Dynamic
relationship
management
3 Stabilise with
structures &
strategies
5 Energise with
effective SAM
leadership
4 Strengthen with
robust processes
and tools
For more details please contact
Charlie Newby
charlie.newby@saleslevers.com | 07768 975460
Richard Higham
richard.higham@saleslevers.com | 07712 588757
Martin Allison
martin.allison@saleslevers.com | 07547 154107
www.saleslevers.com
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Charlie Newby Martin AllisonRichard Higham
Saleslevers drives sales performance improvement through its five advances
using our in-company resources and those of our subsidiaries and partners.
About Sales Ltd T/A SalesLevers 3 Startforth Road,
Middlesbrough TS2 1PT and 100 Pall Mall London SW1Y 5NQ
SALESLEVERS CUSTOMER GYROSCOPE MODEL
Sales Performance
in a Changing world
The Why the What and the How