Stephen McComb was always in the learning and development business he just didn’t know it. Throughout his career he always wanted to help colleagues develop their sales techniques, implement systems and processes of selling while discovering the best way to sell. Today Stephen brings over 20 years of international sales experience to help develop your sales team and ultimately drive more profitable sales.
Learning and Development
We help companies and individual salespeople understand that to succeed in business they must play the infinite game and not the finite game of merely making a sale, but rather they must make a client, an advocate who is willing to promote your offering to others without being prompted.
Stephen McComb challenges conventional B2C of sales by demonstrating that a social influencer can stand in front of a mobile phone and attract millions of social media hits, engagements and convert those interactions into actual sales. A recent McKinsey report showed that 74% of the buyer's journey was complete before they engaged with a salesperson such is the level of information available on the internet.
Sales Growth, where is it going to come from? A number or percentage decided at a strategy meeting is often how many organisations decide their growth rate. In turn, those targets are handed to the sales team with often no other information other than the numbers and a client/prospect list. Stephen continually poses the question, is this how the operations side of the business works, people just produce a given number of units?
There are systems and processes in operations with nothing produced without a detailed plan, specifications, drawings, materials why then should the sales department be any different? If you have opted for sales growth, we can show you how to grow strategically using systems and processes.
Designing the right sales strategy starts with the senior management asking the right questions. What is the portfolio we sell to clients and how are they reached? What type of sales function do we need, is it inbound or outbound? Do we need account managers, how many, will there be key accounts, what defines a key account? How many sales reps are on the ground, are they in the right sectors and territories? Which clients do we want to work with, why them, and how are we going to win them? Stephens sales courses provide best practices and industry benchmarks to build a winning sales organisation. We give you the tools to design the functions, processes and responsibilities.
Each of the five courses Sales Genesis, Keep & Grow, By Design, Sales Administration Management (SAM) and Leader have been prepared to give the audience the most information for what they need in their role. We draw on industry standards and best practises examining both business success and failure stories.
Closed Workshops: When you partner with us for a sales training course the course will be more tailored to your unique circumstances and industry.
Open Workshops: We aim to find out as much about each person’s needs before the workshop and will endeavour to incorporate those needs into the workshop or address specific industry questions. We find that the best outlet to have specific questions answered is in our Q&A after each module alternatively clients can email Stephen directly and he will respond in person.
It is widely accepted in most industries that the buyer’s journey is approximately 70% completed before they engage with a seller. This is due in part to the vast amount of information available on the internet but also due to customers not settling for just what is out there but rather seeking features and benefits that are aligned to their organisation. Being able to conceptualise the path that the buyer takes from initially contacting your organisation is critical, the more data obtained will show any stress points, delays in reaching a decision and overall it can help in creating a better customer buying experience.
Sales training provided in major cities across the world.
Providing Public and Private Sales Training Workshops
Sales Years Experience
Selling to the Public and Private Sectors across the globe