Ineffective sales and marketing consulting wastes companies’ money
According to Vue Consulting, Sale is a talent that must be fostered, not a skill to be taught. Too many conventional sales programmes waste clients money by claiming to make everyone a salesperson, when all they end up with is round-pegs in square-holes. Vue Consulting launched its new, innovative sales and marketing consultancy in Brisbane.
A typical sales consultant or trainer will generally utilise a sales system or standardised training package, filled with acronyms and ten step guides.
It is presumptuous to believe that, in just a few days, a sales training programme can miraculously alter employee behaviour patterns that will have been formed over many years of experiences.
Sales consulting and training can be far effective if it utilises rather than ignores the unique characteristics of each company and its employees.
Vue Consulting believes sales consultants should effectively work in-reverse compared to conventional methodology.
We should first focus on what the client wants to achieve. Next we should identify the key strengths of both the firm and its employees. Finally, we should design for the client a unique combination of management, sales, marketing and training solutions which build upon their own firm’s strengths.
In this way, the solutions are complementary to the business and engaging to the staff than any pre-determined system with pre-determined goals and outcomes.
Every employee based in sales—financial planners, bankers, sales leaders and even accountants, lawyers and architects, all bring unique talents and skills to their roles. No one sales system will work for every employee and this is why so many sales solutions fail to have any lasting engagement with staff.
Vue Consulting also believes that consultants need to be equally involved in the implementation of their solutions and over a medium time horizon. Sales and marketing solutions require, by their nature, time to show results.
Theri solutions and training focus on generating a series of rolling ideas that works to reinforce each other and allow time for the company and its employees to gain familiarity and understanding of the process.
Vue Consulting’s sales and marketing solutions are based on managing director David King’s 15 years of sales and executive experience, gained in four different countries with some of the world’s financial institutions, including JPMorgan, BNP Paribas and ANZ.
Working on a collaborative basis with clients and implementing timely and practical solutions, Vue Consulting works with firms in south-east Queensland and national businesses located in capital cities.
24-Jul-2007