meritum

"...Salestrak engaged with Gary to implement the Meritum Sales Consultancy Plan for our field sales team. Salestrak already markets a skills assessment platform so our interest was in the sales activity matrix and pipeline qualification and management modules. The preliminary consultancy was efficient and enlightening as we seldom had time to look inwards to our own processes but more importantly seldom had time to review what opportunity qualities we would look for in a valid prospect. The Meritum Plan provides the Salestrak management with the comprehensive sales activity reports that are entirely relevant to our business. Every prospect entry on the pipeline is supported with a Sales Predictor Account Plan that provides call by call information on the ability of a prospect to buy our product. I must say that in my opinion this has been a great success as the volume of activity has definitely increased and the standard of qualification is now extremely rigorous. For the first time ever I am 100% confident in the validity of my opportunity pipeline. We have renewed our contract with Meritum and look forward to reaping the rewards of our consultancy investment..." - Mark Donkin, Managing Director, Salestrak Ltd

"Gary Joined Bell and Watson as a new business salesman and quickly grew his customer base from a standing start to an account base exceeding revenues of over £250K in his first year. Gary enjoyed continued success and rapid promotion, after several “clean sheet” projects Gary was tasked with recruiting a team of 5 sales people to grow the business of our London City office. Gary put into place an activity structure and sales reporting process that provided the team with a broad incentive program and management with transparency on exactly how likely a sale was to happen. The result was that his team generated £1M of new business sales in 90 working days. The process has manifested itself as Meritum and I can recommend this common sense approach to sales activity and opportunity management to better understand your sales activity, the accuracy of your forecast and the capability of your people" January 2, 2008 - John Allen, Managing Director, Bell & Watson plc

“….Gary has been a pleasure to work with on a recent sales and implementation project. His understanding and application of the sales cycle along with the ongoing account management were exceptional. He is both driven and responsive and his sales process management techniques would add huge value to sales organisations of any size. September 19, 2008….”

Gary Blissett (Director at GB Training & Consulting Ltd)

“....Salestrak implemented the Meritum Sales Consultancy Plan for our field sales team. The preliminary consultancy was efficient and enlightening as we seldom had time to review what opportunity qualities we would look for in a viable prospect. The Meritum Plan provides the Skillstrak management with the comprehensive sales activity reports that are entirely relevant to our business. Every prospect entry on the pipeline is supported with a Prospect Analysis Sales Scorecard that provides call by call information on the ability of a prospect to buy our product. I must say that in my opinion this has been a great success as the volume of activity has definitely increased and the standard of qualification is now extremely rigorous. I am confident in the validity of my opportunity pipeline....”

Mark Donkin, Managing Director, Skillstrak Ltd

“Tasked with recruiting a team of 5 sales people to grow the business of our London City office, Gary put into place an activity structure and sales reporting process that provided the team with a broad incentive program and the management with transparency on exactly how likely a sale was to happen. The result was that his team generated £1M of new business sales in 90 working days. I can recommend this common sense approach to sales activity and opportunity management to better understand your sales activity, the accuracy of your forecast and the capability of your people.

John Allen, Managing Director, Bell & Watson 

Company: SP Containers Ltd – Kevin Hoyle

Subject: One Day Intensive Value and Qualification Workshop

Overall Feedback - Very Good  

What did you find most valuable?

We found it all valuable however if we had to choose it would be the customer commitment funnel and prospect analysis sales score card. As a guide to whether customers will order it will be very valuable. The value session did serve to reinforce existing value proposition for us which we already believe to be excellent. 

Would you recommend this course to others?  Yes  

How will the course help you with your work?  

With use and further experience of the tool it will enable us to clearly manage time and effort in the right direction.