Only 4 Places Left – Don’t Miss This Chance to Build Your Business.

Success brings its own momentum.

This is never truer than in a sales environment – you start seeing  some great results as you make small changes in your business. and after a few days you can’t wait to see what else can happen.

We all know that it’s easier to find 100 things that will each give a 1% improvement in the business than it is to find 1 thing that makes 100% difference, but my aim in working with you is to find those  3 or 4 things that if you do them consistently will give you a major launch pad to help you propel your business into high level growth.

The Sales and Business Development Boot Camp for Business Owner Managers is not a pedestrian stroll through ‘how to increase your sales’.

Not at all. It’s a launch pad, rocket-propelled to get you into the frame of mind to change how you sell, how you position, how you propose and how you price your product or service to your ideal prospect base.

Combining 121 coaching, agreeing outcomes and milestones, accompanied sales presentations, practical strategy, pricing, creating compelling sales propositions and building solid sales pipelines – all contacted in the Sales and Business Development Boot Camp for Business Owner Managers

And you are help accountable for some pretty tough targets.

Think you are up to it?

Want to change your business fortunes in the next three months?

If you need some more details just click here to find out how you can get one of the 3 remaining spaces.

Call for a confidential chat, not all businesses or business owner managers will benefit from this program, so we need to find out if you and your business can gain benefit from joining…and remember – a full money back guarantee if you don’t get the results you deserve.

Contact me on 0779 002 1885 or carol@mortonkyle.com before 3 pm on Friday 28th February 2014.

Here’s what some of my past clients have had to say about working with us:

Director – National Recruitment Company

We hired Carol to effectively remove an impasse to growth in The Interim Register. The business had reached a ceiling in terms of sales and we needed an expert third-party opinion to help us look at the business from a new angle to regain momentum. Carol’s core ideas formed the basis of subsequent restructuring which has been a great success. I would definitely recommend Carol!

CEO – BPO

Carol is the most dynamic and energetic Consultant I have ever worked with.
She has helped me re-shape our entire sales process which resulted in a 50% leap in profits!
Carol has the flair and imagination to add measurable value to any business.
I look forward to working with her until the day she retires!

Director – Consultancy Firm

Before I met Carol, my business was doing well but it was based on referrals from my network. My business is quite specialist in approach and offering, and some of the referrals I was receiving were not really the ideal size of clients I wanted to work with.

I have some great clients, but I wanted to work with some larger and specific organisations. I spent a day with Carol, and then benefitted from some crucial follow-up coaching from her and now I am confident directly approaching the businesses I want to help, and it is working!

Director – BPO

I’ve worked with Carol in three different areas – I’ve been a client, worked with her as a colleague and been delivered training from her. As a client I bought what she was selling; as a colleague I enjoyed her professionalism; as a trainee I learnt some good stuff from her. She is committed, focussed, tenacious and driven to succeed. She is also very straightforward and doesn’t waste words – you will know where you stand with her and her with you – important if time is money!

Director – Print Company

Carol has worked alongside me for six months and is still ongoing. If you want to increase your company sales, move processes forward and bring a new lease of life into your company, you need to employ Carol at Morton Kyle.

Director – Consultancy Firm

She is a pleasure to work with as she is always direct, focused and has the ability to see the big picture, whilst still delivering at the tactical level which is a significant benefit when achieving complex business goals. She is a recognised problem solver and respected by peers, management and board members alike. I would strongly recommend her as an asset to any organization.

Director – Insolvency Practitioners

Carol has worked with our company for a number of years, assisting us in our company growth.

Her role has covered many aspects of our business and sales development, and she consistently delivers more than is asked of her.
She is:
An exceptional listener – she has guided my thinking through the challenges I and my business face on an ongoing basis
Proactive in opening doors and spotting commercial opportunities on our behalf
Direct and to the point when delivering what needs to be done
Great sales focus – 1 days work led to three business opportunities, one of which allowed us to expand our business considerably
Helps us to distinguish between the urgent and the important
Valuable sounding board on sales, marketing, staff targeting, presentations and general business approaches
Achieves a great deal in a very short space of time
Always looks for the easy wins

Director – Civil Engineering Firm

“The sales training with Morton Kyle has been one of the most useful courses we have done. Having no experience of sales previously, we left the training with the confidence as well as the tools with which to become effective sales people. Our success rate improved after the training and enabled the company to move forward in a way that wouldn’t have otherwise been possible.”

Carol Griffiths – Director and Lead Consultant.

Morton Kyle Limited 

Don’t Do It!!!

Do your sales team really need another sales training course?

Before you look at investing in any sales training course – even a refresher course, take a quick look at the following areas of your business:

  • Are your sales processes as effective and as user-friendly as they should be?
  • Are you measuring the right metrics in your business (metrics of events that deliver the sales results you want)?
  • Are you communicating the right sales metrics to the sales team in the right way?
  • Is your sales commission plan driving the right behaviours?
  • In the market place, is your sales message effective, potent, individual and unique?
  • Are you following the planned sales strategy or are you simply looking for the numbers, or worse still, are you following your competitors?
  • To what degree are the gaps in sales performance due to people, process, product or pricing?
  • Do you know why the sales machine is not working for you?
  • Do you have the correct people in place, and if so, are you playing to their strengths?

Sales training could be the last thing you need, meaning there are other things that can be addressed more simply, quicker and often at a much lower cost.

Think about this, if you are not making the margin your require, maybe you are not generating any margin at all, running at a deficit.

Then it is highly likely that most sales training programs will get your team to do much of what they are already doing  since quick fix sales training courses have a very low retention rate on new skills, behaviours and ways of working. Therefore, just doing what they are doing already but potentially doing it faster, more effectively. Yes, you may well become more efficient at losing money.

When you do get to the point of selecting your training provider ask yourself these things:

  • Do you really need sales training that covers everything? Even the parts of the sales process that the team are already doing well?
  • If you only had to train your sales people in three very specific areas – what would they be? Why these three areas only? What will be the impact on the bottom line?
  • How will you know/judge if the training has been a success?
  • How are you going to guarantee that the new skills are adopted (without fail) by the sales team?
  • How are you going to support the sales team during and post training to ensure they get the maximum value?
  • What are the consequences for the team of not abiding by the training and using the new sales skills?
  • How closely does the culture of the Trainer fit the culture of your company?
  • Is the Trainer a Trainer or a Sales Person themselves?

Most sales training programs fail for four main reasons

  • The Managers don’t support the training during and post the delivery
  • The content of the training is not specific enough. the training is too broad-based
  • There are no training KPI’s set in place pre design and delivery
  • There is no follow-up to the training after delivery

As adults we understand that some new skills can be adopted very quickly, and to a high level of competence. Learning to sell is not one of those skills.
Sales training often has to fulfil two functions:

  • It should remove undesirable/damaging behaviour and
  • Replace it with new effective skills

Furthermore, teaching someone to sell is a hearts and minds endeavour. Revising the sales script, getting them to ask more open questions, giving the sales team new lines to close with can all have some impact but that impact is likely to be small and short-term.

Delivering the thought process behind the lines, the logic of the professional sales pitch and the actions to take at each point, the deviations to make, how to re-establish control, how to close along the way…those are skills that take time to deliver properly and develop in the field, and even longer to adopt as second nature.

I’m not suggesting that sales training should be like painting the Forth Bridge, what I am suggesting is that you forget about sheep dipping and concentrate on the three or four aspects of the sales call that would make the world of difference. Train in just what the sales team need to improve on. Also, to increase the effectiveness of the sales training you might want to think about having a training program where the trainer:

  • Accompanies the sales person on sales visits pre training
  • Listens to sales calls pre training
  • Fully understand the sales process
  • Has full sight of the sales funnel and the conversion metrics at each stage
  • Has spoken to the sales team in confidential 121’s so as to understand the individual needs from the training and not just the business needs
  • Understands very specifically the KPI’s that the training needs to impact on

To discuss your sales needs, whether increasing profits, accelerating sales growth, building a more productive sales team or refining and driving your sales strategy, call us for a confidential chat.

Carol Griffiths – Lead Consultant and Director

Morton Kyle Limited

0779 002 1885

carol@mortonkyle.com