How we work

By definition, as you'd expect, Quantum’s own sales process adds value. By taking the time to understand your business dynamics by asking the right kind of searching questions on subjects often not considered deeply enough, Quantum helps to shape an action plan that identifies the gap and highlights what’s required in order to change. Our sales process adds so much value in fact, that some prospects offer to compensate us for our investment of time whether we work with them in the future or not! Whilst things vary according to circumstance, typically, your experience with Quantum will include:

  • Telephone conversation to qualify business fit
  • Current understanding of issues
    • Appetite for change
    • Level of management demand being made for change
    • How open is the company culture?
    • Recognition of need to change at the sharp end
  • Level of investment required (£ and time and effort)
  • Based on the above, a face-to-face joint investment of not less than 1.5 hours with the MD or CEO to build an understanding of the business to facilitate the shaping of a solution downstream.
  • Quantum investment of c0.5 day to provide a written summary. As this summary also adds value, we qualify the levels of genuine interest thoroughly before investing the time and expect a response correcting any mis-understandings and filling in any gaps in our knowledge. If prospects fail to respond appropriately, Quantum won't invest further time.
  • Almost always, further face-to-face and remote communication follow as we develop our understanding.
  • Next steps agreed 
  • Very often our recommendation begins with an acclimatisation process including the right mix of:
    • Senior management interface
    • Scrutiny of sales activity and sales management tools and processes currently in place
    • Observation in customer meeting situations
    • Interface with your customers – remotely, via phone and / or face-to-face
    • Developmental assessment centres
    • Online sales culture assessment
  • Having compiled feedback and presented our findings to the senior management team (and often the sales force itself), we recommend a programme of development designed to highlight and then close the gaps. Part of the process can include helping the sales people and their sales managers to ‘catch some fish’ whilst equipping them to catch their own in the future.
  • The development process often involves a number of set-piece events designed to efficiently up-skill a sales operation together with work on propositions, sales management development, sales activity management tools, sales policy clarification and the implementation of new methodologies by applying them to live sales scenarios. We also coach sales managers and hand-picked salespeople individually.