Expanding the Sales Force
CLIENT Aotea Security
SERVICES Leadership Training & Mentoring, Sales Academy Online
OUTCOMES 30% revenue growth two years in a row
“Having nationalised our business, we were two years into a business plan that required us to increase revenue year on year. Although we had a strong reputation and good organic growth, we weren’t that strategic about growing our sales or sales people. My background was in Business Development and Sales Engineering, but I had never run a high performance sales team. So I approached Mark to help.
Mark helped me define our short-term and long-term strategy and work out the projects we needed to implement and deliverables that we needed to hit. He also gave me the tools and systems that I needed to put in place for the team, including processes around recruitment, induction, sales reporting and sales process.
Within the first year, we had achieved more than 30% growth across the country and 60% growth in Auckland. In year two, we achieved another 30% increase in sales and we have been able to sustain this rate to this day. Today we have a team of seven Business Development Managers and another ten people with sales accountabilities.
If you want to make a real change and you are willing to put in the time and effort to grow, I’d recommend you work with Mark for a number of reasons. Firstly, his depth of knowledge, tools and support materials help you make progress faster. Also, the communication, support and accountability he provides throughout the change process is exceptional”.
Mike McKim – National Sales Manager, Aotea Security
