Sales Transformation develops Strategic Opportunity Plan for Sepura

Sepura, a global leader in critical communications identified the need to fine-tune its sales processes and invited  Sales Transformation to bid for a specific training programme.Sepura identified the following areas to be addressed by the programme: the need to break through psychological barriers to drive further growth, to improve its sales personnel’s skills and drive a culture change across the company’s sales function.

Sepura selected Sales Transformation as its preferred supplier to develop and deploy a bespoke Strategic Opportunity Planning (SOP) process in order to increase sales rigour within the sales teams and improve bid quality.

As part of the process Sales Transformation proposed and implemented new ways of working that supports the use of creativity in sales campaigns and bid responses in order to increase bid win rates.

Jonathan Hamill, Head of Marketing at Sepura commented, “We selected Sales Transformation to develop a Strategic Opportunity Plan tool and  train our international sales team.  The Strategic Opportunity Plan has already proven an excellent resource and the training has increased rigour in our sales function, which will help us achieve our growth ambitions”.

Sepura was so impressed with the process and the results obtained in the UK that went on to roll out the SOP to its international sales teams as part of a three-day worldwide training event. Specifically three subject areas were identified: strategic opportunity planning and value proposition development, channel management and solution selling.

Sales Transformation’s solutions have gained widespread acceptance within Sepura’s UK and international sales functions, delivering new sales processes resulting in a streamlined and consistent sales function, greater sales rigour and improved bid win rates.

Source : MCCResources