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Sales Process Development & Coaching

Stoke Consulting - Sales Process Development & Coaching | Management Consultants

Stoke was engaged to help professionalise the sales function within a telecommunications engineering services supplier. We were tasked with developing and implementing a simple, professional sales process, standard sales and account management tools and a high-level sales strategy.


Some of the key challenges faced by the client were an aggressively disrupted and highly commoditised core business; previous large accounts were no longer buying. “Sales” was not recognised as an important function within the business, deprioritised for technical and project-related tasks. Skills in sales were not actively recruited for, which perpetuated a dependence on a single client for revenue. This lack of regard and process contributed to an alarming decline in sales.


Financial data, existing strategic business plans and sales plans were reviewedManagers and employees responsible for sales were interviewedWeekly sales meetings were attendedNew customised professional sales processes were developed and implementedSales training workshops were facilitated in order to embed new sales processes and toolsCompany value propositions were documented and reviewed in workshopsLeadership coaching and sales management coaching was providedProject implementation plan was developed & progress trackedPerformance contract templates were developed


We developed a high level sales strategy for the client and successfully launched a range of simple, standard sales processes and tools, including account planning, key account management, and business development tools. Through careful analysis, we determined the target customer segments and launched appropriate value-adding value propositions. Additionally, the business successfully launched simple, standard sales pipeline reporting tools. As the Director shifted focus to high value potential clients, an under-performing sales manager was respectfully managed out of the business. Finally, the business set and managed aggressive budgets and leading and lagging KPIs to drive success.