LE SYSTÈME DE VENTE IMPACT... POUR OBTENIR DES TAUX DE SUCCÈS DE L'ORDRE DE 93%
THE IMPACT SELLING SYSTEM
CASE STUDY...
THE SIMPLE TRUTH : 88% of our clients get a 33% or higher ROI when they use the IMPACT sales system.
How? By implementing a customised plan aimed at maximising the contribution of most employees to the business development process.
A recent study by the Hinge Group seeking to identify the key factors influencing the performance of professional service firms shows that firms who invest to develop the sales competencies of their people, even those who do not have direct sales responsibility, come out on top in terms of revenue and productivity.
Implementation steps of the IMPACT sales sytem
How? By implementing a customised plan aimed at maximising the contribution of most employees to the business development process.
A recent study by the Hinge Group seeking to identify the key factors influencing the performance of professional service firms shows that firms who invest to develop the sales competencies of their people, even those who do not have direct sales responsibility, come out on top in terms of revenue and productivity.
Implementation steps of the IMPACT sales sytem
| 1. | Evaluation of the SALES CULTURE MATURITY INDEX (SCMI)®. |
| 2. | Alignment of the project using the ROI Methodology. |
| 3. | Creation of a customised intervention plan. |
| 4. | Development of your sales culture. |
| 5. | Measurement of results and ROI calculation. |
Detailed outline of the IMPACT approach.
All intervention are carried out by professionals who actually have sold B2B solutions and still do. In fact they all use the IMPACT sales process in their daily activities to produce results.
Professional service firm
Context
Goals
Solution
Results
Context
Goals
Solution
Results
| • | Established 80 year professional practice. |
| • | Approximately 50 associates of which only a few contributed to business development activities. |
| • | More than 400 employees. |
| • | Target markets : Small and medium businesses. |
| • | The firm offer a wide array of professional services. |
| 1. | Grow the sales culture within the organisation. |
| 2. | Develop sales competencies among the associates population. |
| 3. | Maximise the contribution of most employees to the business development process. |
| 1. | Evaluation of sales competencies. |
| 2. | Business alignment of the project with the ROI Methodology. |
| 3. | Adaptation of the IMPACT sales approach. |
| 4. | Training of associates. |
| 5. | Private coaching sessions. |
| 6. | Evaluation of results. |
| 7. | ROI calculation. |
| • | More than 80% of participants now USE the IMPACT system. |
| • | More than 10MM dollars in new business opportunities identified. |
| • | More than 1,5MM dollars of confirmed business over 6 months. |
You want sales people to focus on SELLING SOLUTIONS and sales managers to MAXIMIZE PERFORMANCE through strong leadership ?
THE IMPACT SELLING SYSTEM PRODUCES SUCCESS RATIO OF UP TO 93%
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B U S I N E S S D E V E L O P M E N T E X P E R T S
« You have to continually jump off cliffs and develop your wings on the way down »
- Kurt Vonnegut
- Kurt Vonnegut
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