The mantra of traditional growth strategies is increased sales; success is measured solely by the total beneath a column of figures. But this is shortsighted. What really should come first is a commitment to meaningful dialogue. By becoming engaged in clients’ businesses, your representatives can reshape existing customer relationships – and mold new ones – into fruitful working partnerships.

Our approach to High Impact Sales Relationship/Productivity applies this rethinking of the conventional sales model, giving your people the conceptual approach and practical tools they need to establish a shared business agenda with their customers. Our program is based on solid research and a wealth of coaching experience with professional and service organizations across North America. And it works.

Sometimes such approaches are labeled “consultative sales” or “relationship selling” or “advisory relationships” or “strategic selling.” At Walmsley & Co., our focus is on the steps required to quickly evolve your practices and, more importantly, your results. Our range of experience – and our knack of finding the right pieces at the right time – help us build foundations while striking the right chord with a high-performing team.

How We Do It

Getting Acquainted and Setting the Stage

We assess your organization’s current growth and customer relationship strategies, looking at:

• Tactical priorities: By analyzing your business, we gain insight into how you can boost productivity immediately in terms of revenue from sales and current relationships.
  
  
• Building strategically: Targeting specific people and the overall business, we recommend actions to deliver measurable results.
  
  
• We then initiate an action-based approach to implementation – and engage formal leaders as well as top performers in assessing successes to date and readiness for growth.
  
  
• We define a working model of growth success based on your objectives, and strengths complemented by our experience and tools.
  

Taking Action

First the core working teams develop an implementation plan to get all employees involved and to keep up the momentum. We stress a few key processes to enhance revenue productivity:

• Retain and grow existing customer relationships.
  
• Acquire new customers.
  
• Manage customer expectations and position client firms’ value.
  
• Implement consultative and relationship-planning approaches.
  
• Establish a collaborative team – defining when to work together (and when not to).

Moving Forward

We emphasize the following areas to ensure forward movement:

• Sustain ongoing performance and coaching.
  
• Reinforce practices and measure results.
  
• Implement tools and management systems so new results “stick.”
  
• Add complementary approaches and tools for market-building.

The Results

We strive to create consistent, repeatable performance – with your sales force and relationship managers setting the tone, managing accounts and delivering to expectations. We look to create a new business relationship that is different and valued by your customers and your own people.

Reflecting and reinforcing that tone, we stress the following:

• Valued interactions – repeatable, consistent and designed to build customers’ and internal partners’ confidence. Our approaches lead to valued interactions and stimulate a growing understanding of your customers’ businesses.
  
  
• Relationships with key decision makers – tools and approaches that drive appropriate and relevant customer relationships with multiple decision makers, focusing on their business agenda.
  
  
• Positioning – consistent and on-target expectations set with key clients. Is your positioning narrow and specific to your product? Or does it try to understand your customers’ business plans, providing access and insight into business needs that may leverage other of your products and services?

Are you ready to Step up sales productivity?