THE CUSTOMER
Stavario is a SAAS cloud solution for construction companies. It offers a web platform for company employees, construction investors and a mobile App for workers. Includes an electronic site diary, attendance, online tool tracking and another set of tools - all in one App. Thanks to this, constructions run faster, more efficient and tools and materials are no longer lost.
THE GOAL
Since we have known each other with Josef for a while Josef has asked me if I can help with current sales situation. He had a new sales team in place for a few months that was underperforming and didn't deliver satisfactory results despite a solid load of new leads coming daily from PPC.
1/2 DAY SALES WORKSHOP WITH A SALES TEAM
The first part was a theory about sales process and negotiation best practices.
Then we have then discussed the whole sales process, all current challenges, issues and feelings.
We have designed a recommended set of changes in sales process and sales approach which was then summarized in a document serving as a "cheat sheet" for a daily work.
1:1 ROLE-PLAY CALLS WITH A SALES TEAM
After the workshop we have scheduled a 1:1 one hour skype call with each sales rep to run a role-play training. I was acting as an unpleasant customer who has many reasons why not to cooperate. Afterwards we have analyzed the performance together and discussed all what is happening during a sales call.
1:1 MENTORING AND A STRATEGIC BRIEF
Then we have sit for a couple of hours with Stavario's CEO Josef to discuss the current situation starting with a team's performance, current goals given by investors and also an atmosphere in the team. We have agreed to get prepared for a "kick-off" meeting. We have prepared a structured sales plan (with an option to change values) and Josef had a meeting with his team shortly after that.
Two weeks later the team reached 15 closed contracts and set a higher bar for following months.
OUR WORK IN THE CLIENT'S OWN WORDS
"A little update for you. 15 new contracts closed during last month. Seems like your workshop really worked :)"
Josef Beneš, CEO
If you would like to know more about how our services could help to boost or build your sales, please, contact us.
