ENGAGING THE W,W,H,W,W,W

Drawing on the facts and circumstances, leads to the focus and functions.

Contact us for more engagement at http://www.stormleyconsulting.com


Mission & Vision

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Stormley Consulting, working with businesses to reach their visions, through inspiring and coaching sales teams to focus on their mission. 

http://www.stormleyconsulting.com

Contact or follow us for more information.

Change,it happens. 

Change management we understand at Stormley Consulting.

Stormley will structure and guide through the stages that a team will experience, as a business requires them to go from good to great.

Contact us at  http://www.stormleyconsulting.com

#Change # Management #Leadership

Dream Teams or a Team of Dreamers?

What is always interesting is that all teams are varied in skill set, every individual team member is exactly that, an individual.

This is seen through their personal style, knowledge along with their input and aptitude to drive creativity in a progressive business arena.

 

So back to my point in this post, do we want dream teams or a team of dreamers?

From personal experience you need to have a great mixture of both A1 Team members and A1 dreamers.

A dream team of trained and knowledgeable professionals that are all up to speed with its products, features and benefits and supported by great marketing and strong price structure cannot survive growth and longevity on just this alone.

Why not?

Well the reason being that you’ve the right people agreed and the right portfolio, but what you haven’t got is the key ingredient….creativity or better described as the dreamers.

It is in our dreams we conjure up all of what we need, would like and what we do not have. Here we can become creative beyond belief as to how jointly or individually we can achieve these far reaching goals.

That said, the strength and development of any team is not just in what it dreams, but how it listens and assesses the dreams from the team. Collectively strategies are agreed on which are long term, short term or immediate goals.

It also provides a foresight into dreamers creativity and vision as that may be vital to the direction the business needs to focus, without this vision and collective input key opportunities may well be missed by a non interactive team.

So I would encourage transparent open meetings offering an ear to all of the members of the team to voice what they feel is needed, where they believe we could grow, how they believe this is achieved and what support or requirements they need from peers or the business to realise these.

As the team manager you will need to become the ‘dream catcher’ and the processor of all information received. You are also the conduit that will provide the voice of direction and support in agreeing the strategy and process behind them.

It will have been a combined input and whichever strategy is put in place, to turn their dreams into reality, it will require the team fully on board.

It is paramount the team need to play their part in making them a reality.

The professional team that’s head down and focused on the day in hand will simply get short term gains.

The dreamers however are evolving teams that are a driving force for the future of the development in any business.

Creativity breeds creativity, so dream big and then don’t hold back on what you believe is possible.

As a John Lennon said “ Some people think I’m a dreamer, but I’m not the only one “

New channels, new products, new growth and increased market share come from collaborative workplaces with clear strategic plans in place backed by highly motivated dreamers.

If you have been in a team meeting and had a thought or an idea and not voiced it, then my only advice would be share it or demonstrate it by making it happen. It may not sound the greatest of dreams or idea to you, but to your team and managers it could be pure gold for the future growth & development.

In summary my takeaways from this post would be:-

  1. Know your products and company inside out
  2. Know your competition and market inside out, what you don’t know find
  3. Dream BIG creative ideas, remember and share
  4. Be vocal and visible in meetings and demonstrate your creative awareness
  5. Have clarity on the strategy of your team or business and back it 110% if you’ve signed up to it as part of the team

As a footnote…..Whilst dreaming big is important , just laying dormant and sleep on its own does not produce results other than recharge your battery and make us get up and go out to deliver against our dreams.

This is just a snapshot of areas that stormley consulting work with to develop your sales teams and business growth.

 

Contact us at http://www.stormleyconsulting.com

 

100% Connected Departments = 100% Priority

Successful businesses recognise the importance of department communications and alignment as being highly critical to their development and growth. 

One if the biggest areas that any business must look at for serious growth, is the collaborative communications between all departments that have a customer touch point, in any shape or form.

Department Silos? – Break Them Down… Quickly.

This requires strong transformational leadership and buy-in from the employees and Senior Board. It has to be seen as joined up in its execution to succeed.

To achieve a consistent understanding and clarity in a companies strategies, all departments require constant development in their transparent communications.

Breaking this down then into achievable activities for individuals and teams.

Regular Inter-Departmental meetings


  1. Which departments should be communicating?

The answer is simply ALL should within your business.

Every department plays it’s own part within the end-to-end journey of your products or services. It’s critical that all the departments within a business know each others operation and purpose.

After all the overall objective if any business is to return a profit, therefore the end goal is what individually all department’s should be signed up to, but in unison.

  • How best can departments convey their activities and support requirements?
  • Each head of department attend respective monthly meetings, listen, engage, document and communicate clearly and quickly through his or her own team’s
  • Ensure respective department heads chair their meetings, communicating what it is their team are responsible for. They should discuss what input is required from colleagues of other departments, by way of feedback or support, as part of their service offer to either of its B2C, B2B or Omni-channel customers
  • What works well, what could be better?
  • A key part of any teams success us the acknowledgement of feedback around what other departments feel works well, or doesn’t.
  • It is a great opportunity for everyone to look at how each department is linked in the service and processes. 
  • It needs all department heads to takeaway ‘what could we do better to assist?’, not only our colleagues, but also the customers, through a much better service

External & Internal Sales Team Feedback

  • What information is required?
  • What is the feedback from the customer’s?
  • What is the service and/or product feedback from the sales team’s?
  • Are channel heads requirements and objectives clear to the team. It’s one thing for a sales manager or director to request activity, yet it’s entirely open to whether a sales team has just listened, or actively understood with 100% clarity.

If the strategy is powerful, yet the clarity and understanding is poor, then so shall the outcome be poor. 

  • The eyes and ears of sales teams is with their customers. They are the front line and main conduit for all their respective accounts, receiving regular information on what works and what doesn’t.
  • If customers are not bought into the products, promotions or overall service offered, then a business needs to ‘tune in’ quickly to what is wanted over what is being sold.
  • ‘Square pegs‘ do not go in round holes without some adjustments and reshaping.

Area’s Open Feedback Should Be Acquired & Discussed

  • Delivery
  • On time, well packaged, correct products
  • Promotional literature
  • Is it working, if not, why not?
  • Promotional campaigns
  • Clarity, Ease, Relevance, ROI measures
  • Products
  • Quality, Ranges, Gaps, Price point
  • Warranty, after sales
  • Competition (S.W.O.T) Product Range Gap Analysis
  • Customer Relationships with
  • Accounts and Credit Team
  • Senior management & Department Heads
  • Level of external contact & support from internal teams
  • Marketing
  • Literature, POS, Incentives, is this what is required, is it used

Without customer’s there is no business


It is one step to do away with internal silos, another to receive quality feedback from all customer touch points internally and externally, but it is a far greater achievement to actually use this feedback effectively.

One of the biggest mistakes a business and its employees can make is to actively seek and aquire valuable feedback, yet then not use it to strengthen their overall service to their internal and external customers.

If customers take the time to provide ‘goldust’ in terms of what they feel and what they require, then to ignore this and carry on as before is commercial suicide.

Customers will undoubtedly feel that information given has fallen on ‘deaf ears’ and will be reluctant to offer any more in future.

They will take the view that no one listens, as will the  customer teams that work with them.

Whilst a business cannot offer everything bespoke for a customer and tailor the service or products to each request, what can be done is immensely important to the retention and future development of customers and the relationships that are forged with them.

  • What are the Key areas that are being fed back?
  • Where could global adjustments or tweaks be made that would cost little, yet be percieved as huge step changes
  • What products could be discontinued to simplify and improve the offer?
  • What changes can be made to promotions and incentives to increase uptake and engagement?
  • What soft skills are lacking from internal departments with customers? Could these be improved?
  • Reply to feedback, shout out what you’ve listened to and what you’ve done about it….
  • These were customer’s requests, you’ve listened to them 
  • What benefits have internal and external teams felt from the changes?
  • How can these positive changes be incorporated in your new business development strategy?

In summary if we are to show customers we care and we listen then we should always ensure communications internally and externally are free flowing and all barriers are removed.

  1. Actively seek feedback and listen
  2. Digest and Discuss
  3. Communicate and collaborate
  4. Update and Replicate 
  5. Repeat monthly, maintain connected departments
  6. Don’t build Silos

Post by Stormley Consulting 

Contact http://www.stormleyconsulting.com for further details on how we add value to your business, or click here to connect

 

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Consistency in action?

Fully functional teams

Customer relationships and loyalty will emerge through time, but profit and revenue is key to any business year on year.

Stormley Consulting add value to your business is to work with your team(s) to develop overall consistency.

  • Develop and encourage focus
  • Balance category and channel sales
  • Improve individual skills
  • Harvest new business growth
  • Analyse Gaps in existing customers
  • Realise potential v actual ROI 
  • Work closely to ensure KPI focus

Stormley take both an external and internal appraisal of your people and customers, working with your business to drive efficient and consistent sales and development.

Contact Stormley Consulting if you would like to engage your team on a new journey of development, bespoke for your business.

http://www.stormleyconsulting.com

Omnichannel and the evolving role of bricks-and-mortar

http://www.mycustomer.com/selling/ecommerce/omnichannel-and-the-evolving-role-of-bricks-and-mortar#.V58jDGW7e48.twitter

Interesting post written on MyCustomer, worth a read.

Omni and bricks and mortar retailers are areas that Stormley Consulting can provide experience within, should you or your business require optimised sales channels to customers.

Contact us for more information http://www.stormleyconsulting.com

Considerations for growth?

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As with all business the pace is usually fast and fluid with weeks, months and eventually years passing by like a grand prix lap board.

At Stormley Consulting we can work with your business to maintain the development, yet add in, if required, levels of consistency, focus and development of your sales teams and customer channels.

We focus carefully on the opportunities as well as the existing business footprint, ensuring you maximise the optimum potential available.

Considerations

  • Are you an SME with successful growth and loyalty, yet the team are being outpaced by the business opportunities and direction?
  • Is your sales and marketing team rooted in what their business once was, yet now must step up to new heights?
  • Sales are sliding, existing market channels flat, new business required to sustain development, but no strategy in place?
  • Skills and strategic planning within your existing sales team, need direction, structure and personal development?

 

These are just a few considerations that Stormley Consulting are aware can slow a company up in the destination it desires.

We understand the processes and can work with you to streamline both the clarity and success of the company and your vision

Contact us at http://www.stormleyconsulting.com

 

 

 

Those who will or those who won’t 

As with all people we are different, sharing varied thoughts, emotions and levels of commitment. Here this clever graphic highlights perfectly the relationship between those that will and those that won’t.

Stormley Consulting offer solution based training and coaching skills to embrace the desire of success across your sales teams and internal colleagues.

Contact us for more information at http://www.stormleyconsulting.com

Infographic shared from Aspire Cambridge.

Neccesity for employee engagement

To ensure that the growth of any businesses is seamlessly joined up it requires the buy in from the employees. How can any customer or supplier have confidence and conviction to work with a business if it didn’t see the employees willing and embracing them first.

A great infographic attached below highlights this, it was posted by Neil Davey and is well worth viewing.

Take a look at this Infographic.

If you are looking to drive this change through your business, then please contact Stormley Consulting for a discussion on how we can help.

http://www.stormleyconsulting.com