100 questions to help you uncover the needs of your prospects & clients

Assessment of customers needs

Great post, very clear information to simply acquire fact and details. 

Click below for the article post

100 questions to uncover the needs of your customers

As this article highlights it is how teams open up conversation and question to understand. 

All questions should build a picture for exactly what your prospects and existing customers needs are. 

Even when a customer has been loyal for many years, good communication through questions can lead to fresh opportunity and growth. 

To see how your team could develop growth through effective questioning, contact Stormley Consulting for more information. 

Working to improve and empower your people to grow your business to the next level. 

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Your Customers Have These 30 Needs. Are You Meeting Them?

A great read from Larry Kim on Inc.com today 

Click the link below for the full article. 

Your Customers Have These 30 Needs. Are You Meeting Them?

CEO or MD,are you really getting what you’re paying for ?

Getting value from your people?

If you’ve got a product or service that your company manufacturers or supplies, then you’ve most certainly got sales, category and marketing teams.  

With various tiers of management within business units, comes various levels of skills, knowledge and experience. 

From a financial aspect comes a large bottom line cost. 

Therefore, if that cost is not providing you with the expected ROI, then put simply, it is not allowing your business to be as effective as it could. 

As the MD or CEO you are ultimately the key voice and vision for the successful delivery if your #business strategy, yet the success is underpinned (or not) by the rest of the channels in the company. 

So are you really getting what you pay for?

The deliverables required will have been set out in your strategy for the year, but is everyone really on board?

With a selection of company measures in place,from kpi’s to 121 appraisals from channel heads, the optimum measure will be the success achieved against the goals set out in the strategy, ultimately if these are not being achieved then something is fundamentally wrong. 

Audit & Assessment

Stormley consulting understand the importance of auditing your people and customers to make a full assessment of the key areas that require tuning. 

  • Are you receiving clear information reported back, or just the bits that they know will shine?
  • What’s are the customers saying really about the end to end experience
  • What’s the measure of performance across the individuals, not the departments?
  • Are the channel directors empowering their teams and really supporting the strategy?
  • What support is needed where and with who?
  • What growth is being missed, yet available through untapped channels? 
  • Are 121 appraisals driving development in people and coaching them for growth, it simply ticking a box?
  • What are the teams feelings and drivers? 
  • Working as a tight fluid unit, all joined up, entirely misaligned or just driven by their monthly salary cheque.  

Considering using a consultant

So you are at full capacity with your sakes and marketing teams annual budget, yet not alk the people you pay are supporting that budget?

The fact is that maybe they could yet need to be heard, coached, mentored, empowered, but their current situation doesn’t provide this or allow it. 

How many businesses have fantastic people, with fantastic talent, yet a line manager or director is not providing the level of support to extract and develop this..

How much of the focus is on the target v how much is on the people that deliver it? 

Driving for key accounts and new channels of growth only works if the people who will support the accounts experience are confident in themselves, and possess the skills to deliver this.

If they are driven solely by a kpi then it’s numbers oriented selling. 

If they are driven by opportunity and fresh challenges that they learn from, then it becomes culture sales driven as well. 

Investing in time spent with a consultant offers an external impact that doesn’t detract from the strategy, but does put the team confident of achieving their goal. 

Stormley consulting recognise the importance of understanding your goal, culture and development opportunities for your people. 

Contact us for more information

Content marketing best practices: what was learned from 1,000+ SMB marketers

Content Marketing – what is it?

Great post from Scoop it
Click the link for more details

Content marketing best practices: what we learned from 1,000+ SMB marketers  

For more information on what we do and how we do it please contact us atStormley Consulting, or follow our blog 

@STORMLEYc

 

Stormley Consulting

 

Stormley Consulting

Aligned with your millennial workforce yet?

Learn from the millennial

Embracing millennial knowledge is useful and the post below, written by one, anchors some key learnings businesses and it’s leaders can both embrace and learn from. 
In short they want to learn from you as leaders in business, as much as we should now require to learn from them. 

Click the link below for the details

Millennial aligned yet?

11 Brutal Truths Every Baby Boomer Needs to Hear (Written by a Millennial)

Who are the millennial workforce?

Contact to us to see how a business can embrace and engage with its entire workforce, top down, bottom up, contact Stormley Consulting

We are able to structure a focussed integration plan to enhance the learnings hidden within your people. 

For more information on what we do, who we are and how we do it please contact us at Stormley Consulting, or follow our blog 

@STORMLEYc
Stormley Consulting
Stormley Consulting

Why businesses set up social media, to then not use it?

recite-aotsic

In the electronic world we live in, where the majority of consumers and potential new clients use ‘smartphones’ it is vital that a company is seen on all social platforms, yet more importantly they need to be seen and heard on them.

Stormley Consulting did some brief research this week on large, medium and small businesses in the UK, many of them are on social media, yet have not used it in over as month, some over 3 months and even some over 5 months?

The main focus was on Twitter accounts and it was amazing, that for such large brands and followers, there is no interaction with their customers for such a long period of time.

See this Phone Usage report from Deloitte 

Key findings from Deloitte report

The UK Mobile Consumer survey analyses the current trends in the mobile industry.(Deloitte)

Some key findings include:

  • 53% of smartphone users check their phones within 5 minutes of waking
  • Over 32 million phones are purchased yearly in the UK, and 6 million are handed down
  • The proportion of 4G users jumped from 8% to 25% in the last year
  • 25% of smartphone users make no traditional voice calls in a given week
  • 13% of UK adults have now made a mobile payment in-store, up from 3% last year

Top 15 Social Media Platforms August 2016

For many businesses they are signed up to the social media platforms we all know, with most of the key names using these seamlessly, yet so many others that should and yet do not?

Top 15 Social Media August 2016

With twitter reportedly receiving 310,000,000 – Estimated Unique Monthly Visitors it is a platform that needs to be used.

What could these businesses be doing ?

Most of the companies viewed have household names and also consumer led brands, but is the pull of the brand enough?

What about the engagement, the pull through, the push, to motivate the consumer to dive in and immerse themselves with the company and all of its touch point?

Twitter even lay out a step by step run through to assist in driving this engagement.

Twitter for business

What are businesses sharing to engage customers?

Photos, visuals are the most viewed, yet links to interesting topics, competitions, calls to action also play a major part.

Socialbakers_content

What is the overall global viewing opportunity?

social-media-usage-stats-in-2016_56a5b4f26576d_w1500.jpg

When was the last time your business tweeted content?

If you are an employee of a business, no matter your position, go and explore, hunt out your company and its content.

  • How visible are they? 
  • Is the content a cal to action?
  • What platforms are they on, or not on?
  • When was the last time they communicated?
  • Who is in charge of the content?
  • What happens with leads and conversions?
  • Can you add value and suggestions?
  • Do your colleagues and friends engage and interact?

There are so many possibilities for growth and opportunities, yet if some businesses believe that product and brand alone are strong enough, then the social platforms may be getting overlooked?

No matter how big or small a business is, it needs customers, to acquire customers it needs to engage and be visible.

Touch Points

Whilst many purchases still take place over the counter and transactions are a human connection, the move to social online ordering continues to increase. Therefore whilst bricks and mortar sales will most definateley remain on the high street, the need for an omnichannel approach is immense.

The attached report documents this growth by nation, below are the key takeaways from the (centre for retail research)

Online Sales Report 2016 – Global

The European online market is dominated by the UK, Germany and France which together are responsible for 81.5% of European sales in these eight countries

online retail sales

Online shares of retail trade 2014-2016 (forecast)

Change in Sales of Store-based Retailers

The consumers online engagement and trading is growing, is your business?

 

Where do Stormley Consulting come in?

Simple effective impact in your business, your people and their effectiveness.

  • People
  • Planning
  • Strategy
  • Engagement
  • Opportunities
  • Leadership 
  • Growth

For more information on what we do and how we do it please contact us at Stormley Consulting, or follow our blog 

@STORMLEYc
Stormley Consulting
Stormley Consulting

Most resistant groups to change in business 

Take a look at @ChgMgmtReview’s Tweet:

Groups most resistant to change

Interesting figures and worth consideration. 

This is a big cross section of the workforce and therefore requiring that you have their ‘buy in’ and support to the change is crucial to the end result being accomplished. 

Stormley Consulting recognise this and work closely with your team top down to ensure collaborative engagement across your business. 

Talk to us today for details on how we can develop both your people and your business. 

http://www.stormleyconsulting.com

How can sales teams improve their collaboration with marketing?


click here for article – sales teams collaboration with marketing

Grow Your People, Grow Your Business

people

Understanding the team and the person .

As a business enters the annual sales cycle at the very least the following would be in place

  1. Strategy for the business
  2. Financial Target and Profit return
  3. KPI’ measures for departments

These offer a focus, a challenge and a measure of what is being executed….but if the KPI’s are only focused on the financial target and the individual performance against it, they miss vital key areas.

Fine tuning your people

fine_tuning

To gauge the performance of the team we have to gauge the performance of the individuals that make up the business unit. Whilst in overall terms we can see the achievers as a top to bottom by value of sales achieved or margin returned, this just doesn’t get to the detail.

Business 121 appraisals that are held at least annually focus on the individual, but how many times do they focus on the ‘shortcomings’ of the KPI, rather than the reasons for them under-performing in the first place?

The 121 can identify productivity weakness through the facts, but it needs to become a tool to encourage, understand and empower the individual, not tell them what they already can see for themselves.

  • How can they be assisted?
  • What support do they require?
  • Why do they feel that they have under-performed?
  • What is holding them back?
  • Can other members of the team support?
  • How do they feel about this?
  • Do they have a desire to learn  and develop?

Focus on the whole team not the half

It can be very easy to only focus the performance coaching on the members of the team that are under-performing, yet this can be a false focus.

Example of focusing on the whole and not the half

  • When we look at a sales manager and target is achieved, then their goal is reached?
  • When we look at a customer and view sales performance verses the previous year, then the picture is positive? 

Overall the top line statements in the example are correct, yet the fundamentals that are missing are in the detail highlighted below

  • What opportunities have been overlooked even though target achieved? (Incremental & New)
  • What areas of their performance have been strong and which have been weaker? (Channel or category split)
  • Existing business growth by product range architecture
  • How many trading customers over a certain turnover threshold?
  • What is the quality of the display or POS in each managers customers?

What you require verses what you are receiving

At Stormley Consulting we look at the whole picture for you.

The team, the customers, the products and gaps in the sales process. 

Ultimately every business pays a sales team, category team or marketing team to sell, develop and promote its products. This is then returned in sales out and brand awareness for repeat business. All of this can be measured and finally seen in the profits.

Therefore, if you require the sales you require the consistency as what you require should not be just measured financially in sales, but globally in aptitude and ability within the role they each do.

Simple measures to grow your business and your people

cycleofeedback

Measure the person, not just products and profits

  • Percentage of time focused on New, Existing & Key Account Management
  • Conversion rates by channel, by products
  • Display Base verse the ROI by region
  • Postcodes with no customers trading or poor performance
  • In Store visibility & brand consistency achieved by them
  • Number of Contacts they have within Key Accounts  (partnerships & engagement)
  • Gap Analysis of ranges they have achieved within accounts
  • Attendance & Punctuality across 12 months

As with any KPI only measure what you require to use.

You may have 33% of your revenue stream coming from 3 of your 10 strong team, this does not mean that they too cannot equally be measured on their personal performance as well as their target performance.

Stormley Consulting can work with you to take a full 360 view of your team, their strengths, development needs and business opportunities available to them.

Contact us to book your window of change today

 

Which do you believe is the most important when you employ?

Take a look at @StormleyC’s Tweet: 

Click for Poll – Which do you believe is the most important when you employ?

http://www.stormleyconsulting.com