Helping a well-positioned and trusted UK brand to create consistency in sales behaviour and forecasting to maximise the capacity and effectiveness of their Sole Proprietors (SPs).
In the 3 months since SBR concluded the programme:
Prospecting +50%
Prospecting increased by over 50%
Revenue quota increased by 20% despite the market being tougher.
Revenue quota +20%
Meetings +40%
Planned meetings were up by 40%.
What did Banner Plant want to achieve?
To support the growth objectives of the business, Banner Plant was interested in increasing the quality of sales interactions within the sales team as well as improving the predictability and forecasting of sales. The overall goal was to drive an increase in new opportunities through excellent business development skills.
What issues were Banner Plant facing?
Banner Plant had an established quality reputation based on providing modern, technically acceptable, and competitive products, and based on 65 years of trading. However, in an increasingly competitive environment, Banner Plant needed to develop and level up sales behaviours across the team, giving experienced team members and recruits a consistent sales methodology to apply.
“In the months since SBR concluded the programme, prospecting increased by over 50%, revenue quota increased by 20% despite the market being tougher, and planned meetings were up by 40%.
To support the growth objectives of the business, we were interested in increasing the quality of sales interactions within the sales team as well as improving the predictability and forecasting of sales.
The alignment with SBR helped create a Sales Guide, which was embedded by delivering coaching sessions to sales individuals and High-Performance Sales Habits training tailored to Banner Plant’s needs.”
Emma Wilkinson Sales & Commercial Director
SBR’s approach
SBR reviewed current sales process documentation, conducted an interview with their sales leader, and shadowed and observed 2 out of 6 sales individuals on the Banner Plant sales team ‘in the field’. SBR then held a feedback session with the sales leader to present and review the findings. The alignment and insight above ultimately helped to, via a series of workshops, co-create a Banner Plant Sales Guide, which was embedded by delivering coaching sessions to sales individuals and a High-Performance Sales Habits training tailored to Banner Plant’s needs.
About Banner Plant
Banner Plant is a long-established plant hire company offering a wide range of products and services for hire and sale. With broad spectrum of hire items available and continuous investments to refresh the hire fleet, transport and service facilities, varied customers in construction, commerce and industry, benefit from being Banner Plant’s clients.
