Shifting the mindsets of technical experts & consultants to a growth culture
2 min read
Developing confidence and capability of the key people in the business to drive growth and revenue. Setting up growth targets and processes to ensure future revenue-producing activity of the senior sales team.
The results
Pipeline volume
+36%
36% increase in pipeline volume: 96 opportunities to 131 opportunities
43% increase in pipeline value: £1,572,143 to £2,255,713
Pipeline value
+43%
What did the WRc want to achieve?
WRc was keen to develop the confidence and capability of a key cohort of their people to proactively contribute to the process of uncovering and developing sales opportunities from within their account base and target accounts.
What issues were WRc facing?
WRc had a strong innovative culture, which wasn’t focused on commercial growth, for instance they were entirely missing growth targets. The sales culture was very reactive based on their historical position as industry experts who didn’t need to ”chase business”.
“WRc was keen to develop the confidence and capability of a key cohort of their people to proactively contribute to the process of uncovering and developing sales opportunities from within their account base and target accounts.
The results from SBR led to a significant increase in pro-active sales activity across the duration of the program, leading to a more robust pipeline.”
Mark Smith Strategic Business Development Director
SBR’s approach
SBR worked with their senior consulting team to reposition their mindset regarding sales and to help them develop a professional consultative sales capability.
About WRc
Water Research Centre (WRc) are providers of consultancy, technical services, accreditation schemes, research, innovation and training to customers in the water, waste and environment sectors around the globe.
Company size
51-200 employees
Industry
Research services
SBR services
Sales training, sales coaching, sales enablement
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