Performative - Improving Business Performance, Transforming Sales Performance

Performative; Addressing barriers to business performance through sales

Sales Performance Transformation

Enabling the whole organisation to sell effectively

eight elements influencing performance We do not subscribe to the commonly held view that selling performance is all about the sales people, their skills and their compensation.

Critical as these things are, all eight elements of this model influence performance and the ability of the operation to perform to its optimum.

By addressing all eight elements our solutions assure the capacity of the selling engine is sufficient to achieve the key targets for the business.

We also understand selling as a team role;
the sales person may be the prime customer interface, but they need the support and assistance of most other departments in an organisation in order to truly succeed in satisfying the customer:

Finance to provide compelling finance/payment profiles and ROI/TCA/TCO calculations.
Delivery to ensure the feasibility of an implementation plan and provide insight for innovative solutions.
Customer Service to monitor the pulse of the living contracts and flag opportunities for extending relationships.
Legal to create fair and reasonable contractual terms to maintain a partnership (win-win) approach.
Administration & Operations to facilitate a smooth & timely end-to-end process and to flag issues at the earliest opportunity.

Our Sales Performance Transformation programmes first assess the current situation and opportunities for improvement across the eight elements of influence, then implement appropriate components to create an effective selling operation based around Performative Structured Selling ®, but without discarding that which is working well.

Starting with Market, our implementation process would normally work anticlockwise, leaving the People and the Leadership & Management until the environment has been created in which their new skills will flourish. More ...

Thought: It is forecast that 3% - 4% of businesses will fail in the current downturn which means that at least 96% will not fail – be one of the 96%!

In turbulent times those who look to prepare for the upturn through focus, robust processes and development of their current talent, are those who will survive and thrive.

www.performative.net 01494 582 084 enquiries@performative.net