Complete Business transformation
CLIENT The House Company
SERVICES Strategic Planning, Leadership Development, Sales Training
OUTCOME Achieving big goals three years in a row
“Before we started working with Mark we were using a very traditional and outdated model of sales and business management and we were struggling to get anywhere near our targets. We initially got Mark in to train our sales team to help us get our sales back on track.
Working with Mark helped us realise that our sales model and the structure of our sales team weren’t working for our business and our clients. We identified that a ‘true sales person’ was not actually what our clients were looking for. Our clients needed a different approach and a different level of service from our company. They were looking for someone to hold their hand and guide them through the complexities of building a new home, and not just to sell them a product.
So we re-jigged the business to provide the experience our clients were looking for. We supported this with training for both client facing and non-client-facing team members to give them an appreciation for how we sell and how we work with clients. By taking this company-wide approach to sales, we have broken down silos and have much better alignment between our teams, which has had a big positive impact on our sales results and our clients’ experience.
Mark has also helped us with developing and executing our business strategy. The Strategic Planning Sessions that he facilitates for us help us to align the thinking between our owners, managers and key staff, and get everyone on the same page. The monthly Mentoring Sessions that we have with Mark have been invaluable in getting an external perspective on our business and in keeping us accountable to our goals.
Over the past four years we’ve seen a complete transformation of the business from end-to-end. We managed to hit our goals three years consistently, which we thought were fairly bold and we didn't even know if we could achieve them. Although we are the ones who have made the transformation, Mark has played a key part in our journey.
If anyone is thinking about getting Mark to help them grow their business, my advice is... just do it. The sooner you start, the sooner you're going to get a result.”
Phillip Powney – General Manager, The House Company
