Increase in repeat business, onboarding speed to competency, and improving both win rates and forecast accuracy.
3 min read
Increasein repeat business
Improving win ratesand forecast accuracy
Increasedspeed to competency
Enhancing user adoption& sales management
What did Drax Executive want to achieve?
Drax wanted to capitalise on recent acquisitions and systematise multiple geographies to create a standard approach to market making. The aim was to create a standard operating procedure for executive search by documenting a bespoke sales process, crafting a sales methodology that all sales professionals could use with their clients and then training the sales teams to elevate performance and growth. Within a bound market, it was integral that we focused on a key account strategy to gain market share in key verticals set out by the business.
The outcomes
Re-launched an Account Management programme which saw an increase in repeat business.
structured pipeline review cadence improving both win rates and forecast accuracy.
Improved new starter onboarding with increased speed to competency – aligned across delivery & sales.
Embedded new sales stages in CRM enhancing user adoption & sales management.
“SBR’s authentic approach to consulting taught me more about our organisation and the nuances that the business had. They built a sales culture through activities that added value from day 1. What I particularly liked about them was their approach to using their experiences as sales practitioners and their ability to leverage other market insights to add value to our business. The engagement has lasted over 18 months and we continue to find ways to improve our business and work with SBR Consulting to do so.”
Darren Shuter Director of Performance
SBR’s approach
SBR’s authentic approach to consulting taught Drax more about their organisation and the nuances that the business had. SBR Consulting were not on the periphery of the firm but was involved in building a sales culture through activities that added value from the beginning. SBR facilitated workshops and supported Drax develop a world-class Sales Playbook, Sales Process and Key Account Strategy amongst other things. SBR used their experience as sales practitioners and leveraged other market insights to add value.
About Drax Executive
Drax Executive specialises in leadership evaluation and executive change for ‘mid’ to ‘large-cap’ high-growth companies. They engage with both investors and directly with leadership teams to provide ideas for how the leadership team can be optimised to maximise their probability of success before and after the deal.
