World leading manufacturer of electronic security systems. Part of Tyco International.
Quantum worked with the UK’s market leader in electronic security, (which was later acquired by ADT) over a 4 year period. Commencing with a comprehensive assessment of the company’s sales organisation across a 16 branch national network, Quantum went on to revolutionise their approach to value-added selling, sales management and major account planning – changing some lives along the way.
Sponsors: Group Managing Director (now EMEA Vice President, Retail Sales at ADT); Sales Director.
Energis (now Cable & Wireless plc)
Top-to-bottom assessment of large telecoms sales organisation. (c300 salespeople; 36 sales managers; 7 Sales Directors; 3 Divisional MD’s – plus a selection of key customers and prospects). High profile Archie Norman / Chelys take-over took place around the time that Quantum presented its feedback. The division which took and implemented Quantum’s recommendations achieved 140% of its sales target the following year.
Across-the-board sales management-focused input over 5 year period. Subjects: front line value-added selling; account management; sales activity management. Numerous ‘household name’ new business wins attributed to Quantum’s input.
Sponsor: VP Sales, Europe.
James Dawson (part of Fenner Group plc)
Specialist industrial hose manufacturer and major supplier to the auto sector. Two manufacturing centres in UK, one in Shanghai.
After an assessment of the company’s major account sales approach, Quantum dissected and re-shaped their sales propositions into a more contemporary and user-friendly format which better illustrated their depth and made the connection with best practice selling methodology. The propositions have been integrated with fit-for-purpose account development plans to strengthen business relationships and provide the platform for better positioning during tortuous negotiating cycles.
Sponsors: Managing Director; Sales Director.
Sabre Travel Network
World leading technology provider to the travel sector. Part of $2.8bn Sabre Holdings Group. (Owners of lastminute.com; travelocity and GetThere)
Comprehensive assessment of large EMEA sales organisation in 5 languages. Comprehensive feedback to Exec team and regional management teams led to a re-casting of Sabre’s sales propositions c/w radical changes in how they are captured and sold and integrated with a new account planning framework. Follow up inputs over three year period.
Sponsor: SVP EMEA
Segment-specific sales proposition construction. Pan-European account planning. Front-end skill-set development. Support of sales management in the above.
Sponsor: EMEA VP Sales
Targeted major opportunity planning. Sales proposition construction in conjunction with Marketing Dept. Front-end skill development.
Hands-on sales coaching of US lead sales player. (High profile win: Universal Studios).
Sponsors: CEO; Sales Director
Independent Media Distribution plc
Assessment of sales limitations across the board within core business.
Feedback to CEO and Sales Director re. key areas for strengthening.
On-going mentoring programme for UK Sales Director. Several recent new business gains and ‘win-backs’ attributed to implementation of Quantum ‘learnings’.
Sponsors: CEO; Sales Director