Having a structured approach to managing opportunities and large bids will dramatically shorten the sales cycle and increase win rate. All business is not good business so we need to rigorously qualify opportunities; align our solution with the key people of influence and power; put a winning strategy in place to get in control of the opportunity and then execute the plan. These programs enable you to do this in the most effective way.
Effective partnering is critical to organisations that use the in-direct route to market. Unfortunately, many partnerships and alliances fail due to fundamental misunderstandings between the two parties. It is vital that both parties understand each other’s business expectations, their roles and responsibilities for the partnership, and the value that each party brings to the relationship. The Metta partnering programs enable organisations to partner more effectively, whether at the strategic end of the partnering scale or at the reseller end.
Roadmap to Customer Centricity
The most successful companies put their customers at the centre of everything they do and as a result get the benefits of profitable sales growth, competitive differentiation, customer advocacy, and employee satisfaction. The Metta 5 step approach to achieving client centricity is:
- Baseline assessment of Current State.
- Define desired Future State.
- Build Roadmap (around key elements of ‘Sales Effectiveness’.
- Implement Roadmap.
- Measure progress.
Internal Culture Survey
Effective people, effective groups and effective organisations all share the same characteristics. These include an achievement orientation, focus on relationships, and playing to strengths. This is not just about internal engagement – customers feel it too. In fact there are four big reasons why paying attention to culture pays off. The company will experience growth in shareholder value, profitable sales growth and customer advocacy along with happy engaged employees. Metta has tools to measure culture and more importantly how to change the culture to get better internal and external results.
Wouldn’t it be nice to have all of your people perform like your best? What do your high performers have in common? We can help you answer these questions with our High Performance Role Benchmarking. Using our online survey tools, we determine what makes the high performers in your team excel. This includes attitudes, aptitudes and skills. We can then assess the remainder of the team against this benchmark. The powerful part comes next, we can advise you on internal and external coaching programs that teach each person what they need to learn to reach the benchmark and deliver the results.
These days customer satisfaction is not enough. We know that 80% of customers who change suppliers are satisfied with the supplier they left. What we need is customer advocacy. Customers will advocate you when you are ideal for them. The Metta Customer Experience Survey identifies how customers experience you now, and how you can become more ideal for them.
The Sales Handbook documents your sales processes, tools and techniques into an easy-to-use manual to help improve sales effectiveness. We define you core sales process with you from Identification of opportunity through to closure and then align the tools and templates with the relevant sections.
No longer do the Sales Teams need all of their training manuals or presentations at hand. In a single document, the Sales Teams have everything they need to enable them to do their jobs effectively.
The Sales Assessment focuses on the four key elements of ‘Sales Effectiveness’, namely:
- Sales Process – Do you have common processes to manage your sales territories, accounts, opportunities and pipeline?
- Organisation Structure – Does the way you sell align with the way the client wants to buy, and are the support functions aligned with Sales?
- People - Do the people have the skills and knowledge to execute the processes and are they motivated to do so?
- Tools & Technology – Do you capture the key customer and sales data in your systems and do the Sales Teams proactively use them?
This is carried out via a series of interviews and presented back in the form of a 2 hour presentation to senior management highlighting our ‘Observations and Recommendations’.
The Metta Sales Academy concept is to provide a structured approach to improve the effectiveness of your sales organisation and your channel partners by becoming the enablement ‘Centre of Excellence’. It will be the catalyst for business growth by providing highly tailored programs and tools to enhance your ability to identify, win, retain and grow profitable customers across all market segments. For a more expansive outline of our Sales Academy download the program outline here
“Metta are a true partner – In 2011, Lumesse went to market to find a partner for our Sales academy and selected the Metta group out of a pool of 8 vendors. The ambition was to create a common language and a common approach for our international sales force, evolve the sales culture, and improve sales results. The Metta Groups sales methodologies and associated sales tools makes driving adoption so easy, but much of the success of the Sales academy relies on the credibility of the people imparting knowledge to your teams, and on this side the Metta Group is unrivalled. Lumesse could not have asked for a better partner to work with, and I recommend the services of the Metta Group to any international business who takes change and driving results seriously.“
Thibaut Legendre – Head of Sales Operations, Lumesse
We help to develop your Growth Strategy, and then put practical plans in place to execute it. Research shows that only 1:10 companies effectively execute their Growth Strategy, but by using the Metta ‘Growth Planning Methodology’ it enables you to develop actionable plans that align with your goal.
The ‘Metta Growth Planning Methodology’ focuses on, not just ‘Performance’ (traditional sales focus such as revenue, profit, EBITDA etc.), but also on ‘Organisational Health’ (e.g. culture, leadership, motivation, employee satisfaction etc.). McKinsey research (311,000 people across 400 companies) has proven that the healthiest companies are more than twice as likely to have EBITDA margins above their industry median. Metta has the tools, techniques and approaches to enable you to do this.