Developing a sales process resulting in improved deal size & close ratio
2 min read
Ayming’s issue
Ayming had a lack of certainty and wanted to standardise the stages of the sales process.
The return on investment
SBR put the right metrics in place. The average deal size increased since working with SBR, from £22,000 to just over £40,000 per annum – an 82% increase.
Ayming also achieved a high close ratio. As a team, they closed around 40% of their deals.
Ayming was impressed with the level of upskilling within the sales team. It wasn’t just the sales teams who benefitted – SBR ran a series of internal training workshops taking the SBR content and relayed it to the other individuals in the wider team. These have been so successful that Ayming has asked SBR to come and train other non-sales departments as well.
82% increase
Average deal size
Since working with SBR…
40% improvement to their close ratio
“We became more of a team as we all had a common goal and common direction.”
Patrick Totty Head of UK Sales
SBR’s strategy to execution
SBR standardised Ayming’s sales terms and stages of the sales process. Ayming now has a common dictionary to work from. They also now have a charter that they all signed up to about their code of conduct, ethics, and behaviours to become more cohesive.
SBR instilled much better habits within the team. Ayming is now much more forward-thinking about their diary management and their planning. They do ‘buddy calling’ sessions just as SBR taught them to do. They’re getting more senior people involved in the conversations and having the right content brought to their meetings.
About Ayming
Ayming are business performance experts who combine highly specialised knowledge, across a range of fields, with hands-on collaboration, to enable our clients and their people to go further.
