Accelerating Sales Performance through Revenue Growth and Employee Productivity Practices
O2 Enterprise Sales were seeking a step-change in sales performance so they brought in SNH to help them identify new sales opportunities fast!
The Challenge
As the new financial year approached, O2 Telefonica wanted to set their Enterprise Sales team some ambitious targets. However, with limited time and no possibility to bring in additional resources, the team knew they would have to change their approach if they were to be successful. They recognised the need for innovative solutions to maximise their sales performance within existing constraints.
The Enterprise sales team had several things in their favour. They had strong support from the Marketing team, with access to data insights, sales materials, and tools. Additionally, they had an excellent LinkedIn network at their disposal. O2 Enterprise needed to bring all of these things together to streamline their approach and maximise their sales efforts to create new opportunities.
The Solution
SNH worked with the team and quickly identified that time was a barrier and worked to initially develop their personal productivity and unlock untapped capacity. SNH then delivered a tailored solution to equip them to generate new sales leads through their network of contacts, using practical techniques and skills to complement the existing resources at their disposal.
The six-month project blended the use of technology, data, team workshops, templates, tools and one-to-one coaching support to deliver its exceptional results.
The Outcome
By helping the salespeople to work smarter they could concentrate on selling, and O2 Telefonica was able to achieve its aggressive targets without having to invest in extra resources. In real terms, these smarter ways of working meant every salesperson was able to unlock an additional three days per month of previously untapped capacity to focus on accelerating the sales pipeline. The two quarters following the project saw pipeline coverage increase from 2 x cover to 4 x cover.
“Over the last 2 quarters, we have gone from a 2x pipeline cover (with people saying ‘I’m too busy’ or ‘I’m maxed out’) to a 4x pipeline cover. We’re in a different place now and SNH has helped us to make this change. This project provided a structured approach to building on the concepts of investing in relationships and linking social connections with work-oriented objectives. In an environment where relationship is king, it provides a best practice guide to investing in the people you interact with, both internal and external to the organisation for the best possible long-term benefit.
The feedback from the team was outstanding. By showing them how to find the time to lead gen and showing them how to build lead gen into their daily lives and get results, it changed them forever as salespeople.
The science and the art of selling is something that few people understand even exists, let alone developing themselves to do. SNH developed that in the team and embedded the change through coaching and building the team’s confidence.”
Head of Enterprise Acquisition Sales, Telefonica O2 (UK)
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