Perperitus

Sales enablement is one of the most effective and comprehensive ways of achieving a step change in sales performance. It builds scalability and sustainability of the sales function in a way that supports and enables the sales team, rather than increasing their frustration and workload. It unlocks the potential for sales performance improvement that was promised by the investment in CRM but so often has failed to materialise. Our approach and methodology builds on the four accepted pillars of sales enablement which are people, process, technology and content. This is a comprehensive methodology that increases the opportunity for success and ultimate adoption. Done well, sales enablement delivers revenue growth and at the same time decreases cost of sales. Without sales enablement, it becomes increasingly difficult to even maintain your current level of performance. To ensure your sales enablement programme starts right we offer a sales-enablement-discovery package. this is a short but highly effective assignment which can be tailored to accommodate your most pressing needs. But at the same time it is designed take a wider view of high-benefit-to-cost options to increase your revenue growth and scalability challenges. Part of the deliverables is a plan to address the challenges and the options identified. We recommend a way forward and in consultation with you work out an approach that is both cost effective but also maximises the option contribution to the achievement of your goals.

• Focused on enabling sales success, not disabling
• The programme can start small and grow with you as fast or slow as you wish
• Uses our highly successful methodology to ensure results and benefits
• Inclusive approach builds bridges between teams (e.g. Marketing, Sales, and Professional Services) through the common goal of revenue or company growth
• Sustainability of performance improvement is built into the fabric of the solution from the start, ensuring the best chance of on-going and sustainable success

Providing a clear, useful and comprehensive sales guide to the team is a highly effective way of achieving a consistent, repeatable and successful approach to selling your products and services.

Sales play books are effective because they capture the essence of what works for your sales organisation not someone else’s idea of what is important.

“Built for sales by sales” is a mantra that we value highly because generally we find sales play books are focused more on what others think they should be rather than what sales want or need. As such they can tend to be too big, too complex and unwieldy in use.

Our methodology ensures the mantra holds true but at the same time builds in the framework for on-going improvement and sustainability.

Deployment of the sales play book can be as simple as an ebook, through to full integration with your CRM and mobile CRM system. We work hard to ensure mechanisms for improvement and updating the play book is in place so as to protect the investment and to ensure increasing level of benefit.

We also offer an outsourced service to maintain and improve the sales play book where internal resources are not available or cost effective.

• Structured play book built to coach, support and enable the sales function
• Sustainability and on-going improvement is built in
• “Built for sales by sales” approach ensures a high level of adoption and use
• Flexible approach to deployment making best use of existing systems and investments
• Outsource option to maintain and improve the sales play book

Identifying and developing Key Accounts is something everyone claims they do but at least 50% of companies admit they could do better. CSO Insights found that only 38% of companies felt that they are meeting expectations in terms of farming additional revenue. Our approach is highly pragmatic, light touch and tailored to your needs. The approach is totally focused on driving incremental revenue, increasing your sphere of influence and building relationships with influential individuals in your Key Accounts. Identifying your top key accounts and why, is the first step and typically run as a short workshop. Once the account plan and planning approach has been agreed we facilitate account workshops that develop account plans ready for execution. In this way progress can be made immediately. We offer a follow-up service to review progress and bring a disciplined and pragmatic external view to the on-going development of the key accounts.

• Structured approach to the identification of key accounts
• Workshops are used to drive the development and to educate
• Minimalistic yet comprehensive and powerful account plan
• Inclusive team approach builds awareness and additional sales leads
• Flexible approach based on our methods, templates and your needs ensures a fast route to incremental revenue

Having a consistent and repeatable successful sales methodology that has been optimised to your customers’ buying cycle brings significant benefits, making it easy for your customer to buy from you.  And when this methodology has been specifically aligned to your products, services, markets and culture, the positive impact on win rates increases. If you have an existing sales methodology, we can review and make recommendations for its optimisation. If you don’t have an existing methodology, or you are using ad-hoc tools and processes, then Perperitus can help with the crafting, formalisation and optimisation of your own approach.

• Performance enhancing elements such as: Top Performer Modelling, Best Practice and Tribal Knowledge can be included to increase the adoption, impact and benefits.
• Overlay’s of forecasting, gates, governance, compliance and reporting to ensure operational effectiveness
• Mapping into your CRM, Training programmes and new hire on-boarding to ensure adoption and sustainability