Frequently Asked Questions

Do I have to have a large sales force to work with Quantum?
No!

• You might have a dead specific sales issue that requires attention
• You might have formed the general view that you require more sales but are not sure how to achieve this.
• You may have a small sales force but a ‘big ticket’ average order value and thus need a tight tender process
• Or perhaps you have a wide unwieldy sales force requiring direction, focus and improvement.

Whichever scenario, Quantum has an approach that can help.

Can I join a public programme?
No, due to the specific nature of our interface with clients, we do not run public training programmes. Because our involvement with a sales operation includes (for example) the effective communication of their proposition, by definition, sales people from a different organisation would find the content irrelevant.

Why can’t I just ask my HR / training department to run some courses?
You could, but in our experience, bringing about the kind of change required needs to be driven by people who understand the world of selling and sales management. People who have carried targets themselves and managed those who are striving to achieve targets are better placed to understand the issues and motivations behind the ‘blockers’ to our kind of change initiative.

How do I find out more?
Call us on  01883 621089  or click here

What if I don’t have any budget for this kind of thing this year.
Our clients rarely budget for our kind of input but the ROI indication below usually helps to secure temporary funding until the initiative becomes a self-funding one.

How will I be able to measure ROI on my investment in Quantum?

• Share of customer's business versus up-side potential
• Penetration of the decision-making process (i.e. appointments secured with named decision-influencers)
• Improvements in quality of pipeline (%) i.e. accuracy of forecasting
• Shortening of sales lead-times
• Increases in average sale value
• Improvements in ‘conversion ratios’ at differing stages of the sales cycle
• Improvements in financial terms negotiated versus target
• Improvements in quality of business relationship – as gauged within ‘Relationship Assessment’ tool in account plans
• Renewed contracts
• Numbers of new customers won
• Improvements in knowledge & skill-sets versus agreed profile in personal development plan
• Increase in quantity of bona fide sales activity – possibly set against overall use of diary time and a breaking down of the salesperson’s pre-agreed priorities
• Number of new prospect appointments obtained
• Success ratios within appointment-making regime.

Can you cover different European languages?
Yes, members of the team currently speak the following languages: 

• French
• German
• Italian
• Greek
• Danish
• Dutch
• Russian

How can I engage you without making my SD/SM feel exposed?
Any project is dependent on senior management demand for change and thus buy-in to what we do. Part of our sales process is the folding in of all members of the decision-making process. Most people in a position responsible for a sales result welcome our help as they see the value in: 

• Not being a prophet in their own land
• Freeing them up to concentrate on other things
• Quantum driving the process of behavioural change and making the ‘unreasonable requests’

Will I meet someone different to the person who will work with me and my team?
Possibly. We field a team of sales experts and each of us has only one diary. We usually put an account team together which marries our understanding of your business needs and the experience of our team members. Whoever you work with, each Quantum player member draws on the support and expertise of the entire group when necessary.

What if I don’t really know what the problems are right now?
Then feel welcome to call us on  01883 621089  to discuss what’s on your mind further, take our online sales assessment questionnaire or continue browsing – you may find the case study area talks about some familiar issues.

What do you charge for your initial consultation?
There is no charge for our initial face-to-face meeting. We ask that you understand the time consuming nature of the likely follow-up to this meeting. We also ask that, you invest some time digesting and absorbing our meeting summary and respond accordingly.

How quickly will I see a difference?
Providing the need to change is signalled from the top of the organisation and that people having the improvements demanded of them understand the reasons for the demand and they are motivated to close the gaps, we often see sales behaviour improvements within 3 – 6 months.