How Mercuri help you improve your performance

Enhancing Sales and Business Per formance through Innovative Learning and Sustainable Change

www.mercur i.co.uk

+44 (0) 330 9000 800 | uk info@mercur i .co.uk

Mercur i Internat ional (UK) Limited

Mercuri provides sales consultancy services and innovative learning

solutions to the world’s leading organisations.

Our clients come from a wide range of business sectors including;

manufacturing, financial and professional services, logistics,

pharmaceuticals and construction.

How we can help you

Our focus at Mercuri International is to help you achieve an

improvement in business performance. We do this by enabling you to

enhance critical areas of your sales and service operation.

Our track record is grounded in the ability to understand the complex

sales challenges of today’s markets whilst anticipating the new

trends presented by tomorrow’s. Deploying a comprehensive range

of tools and methodologies, we build innovative and result oriented

solutions which allow our clients to face the future in full control

of their KPIs and enable with the confidence created by highly

competent, professional sales resources.

To strengthen cl ient sales performance our approach focuses on:

1. How well defined and communicated is your market strategy?

2. How effective are your sales processes?

3. How well equipped are your people to execute the strategy?

4. To what extent do your structure and systems enable performance?

5. How is your customer portfolio managed to ensure alignment with strategic aims?

Sales CompetencesSales Competence

• Def ine and analyse the competence of your sa les team

Sales Process

• Process Def in i t ion and Tools

Sales Structure and Systems

• Sales Leadership Process

• Sales Automat ion

Market Strategy

• Analyse

customer

at t i tudes

RESULTS

Customer Portfol io

• St rategic

Account

Management

• Business

Development

How we work with you

We work with you to define the areas of business you need to

focus on; we can engage with you in a number of ways but our

success is based on our application of a highly effective and

robust 5-step approach:

1. Analysis - Measuring the capability gap

2. Consulting - Co-authoring a talent development strategy

3. Training - Engaging the workforce with tailored solutions

4. Implementation - Supporting behavioural and skills change

5. Consolidation - Embedding success and measuring

performance improvement

At each step we draw from a range of tools and apply them

to establish the options available to you. We recommend the

optimum way forward and explain what the implications of

any choice may be in terms of process change, competence

improvement or behavioural modification.

“Our Rais ing the Bar programme, developed in conjunct ion wi th Mercur i , has made a fundamental di f ference to our business. I t has s igni f icant ly

increased our p i tching ef fect iveness.”Savil ls


Our analysis tools are designed to provide clear and valuable information that enables business leaders to make critical

decisions about business direction and measure the impact of any development investments made.

Measuring the capabil i ty gapStep 1- Analysis

“Thousands of HP sales people and sales managers have been developed across the wor ld in common methodologies and ski l ls using Mercur i Internat ional local expert ise and coordinated through Global Project Management”

Hewlett Packard


What skills, knowledge and attitudes do your people need? Mercuri’s sales evaluator is a web-based assessment tool that

enables you to identify the strengths and weaknesses of individuals or groups of salespeople, sales managers, customer

service people and relationship / key account managers. It is based on our experience with over 18,000 companies across a

range of sectors and:

• Provides compelling insights into the current levels of your peoples’ skills, knowledge and attitudes.

• Enables you to benchmark them against Mercuri’s current and future best in class profiles.

• Identifies areas of risk and opportunity.

• Helps you plan areas for improvement and suggest the best methods to make this happen efficiently and effectively.

Sales Management Process Eff iciency

Measuring sales management efficiency allows you to benchmark how effective your sales

managers are, ensures you know what quality of sales management exists in your organisation

and how it should improve.

MI CARE – Measuring your customer ’s att i tudes

Using MI CARE captures your customers’ opinions and which aspects of your business are

most important to them. This enables us to prioritise key actions that

your business should take to enhance your customer relationships.

“ Work ing wi th Mercur i has helped our sales team understand and develop a consistent Sales Process

capable of del iver ing great resul ts.”Sew Eurodr ive


Step 2- Consult ing Providing insight to drive performance

We bring our knowledge of best practice in sales and sales management gathered from more than 50 years experience

working around the world. We know what good looks like and we help you share this with and instill into your sales people.

Co-authoring a talent development strategy

Bringing about a change in results is achieved by making adjustments in key areas.

Our focus is always on results, so together with our client we build a project plan that begins with the end in mind and

works back to ensure all risks have been minimized and options considered. Implementation tools are built in at the start of

the process to ensure they are given the visibility and resource needed to work.

Building a robust implementation plan

We work with you, using intelligence from the analysis stage, to provide insight and advise on the ways to optimise sales

performance.

Our comprehensive toolkit and business planning process will help you create a sales plan that captures the key factors of

performance and defines how results can be achieved.

We have delivered over 100,000 courses in over 40 countries to blue-chip and multi national organisations. This expertise

can be delivered in-house as part of a wider change management programme or through our Mercuri Academy public

training courses.

We work with your sales teams, learning and development managers, sales professionals and business leaders to provide

facilitated learning solutions that benefit your organisation. Highly interactive and challenging sessions, which offer proven

tools to enhance sales performance, are the core of our curriculum.

Mercuri Academy

Our academy has helped many organisations worldwide to enhance their sales performance through innovative learning and

sustainable change.

Our range of training courses include:

• Sales improvement programmes

• Leadership programmes

• Business skills programmes

Step 3- Training

“The Mercur i Academy is adding real value to our process.”

Electrolux


Engaging the workforce with innovative learning solutions

Mercuri International is a LinkedIn approved

training partner and can provide your sales

teams with training in LinkedIn’s Sales

Navigator – a tool used for social selling.

The most important yet most challenging aspect of change is the effective implementation of new tools, methods, skills and

behaviours.

To help make change happen we work with you, providing a range of implementation tools designed specifically for each

change project:

• We consult with project stakeholders to guide the policy decisions that are needed to direct the sales effort.

• We coach and develop line managers to become enablers in the change process.

• Our automated tools enable you to embed new sales processes and technologies.

Building an effective implementation process will provide a faster change in activity and behaviour, which will ensure a

greater return on the investment in your people.

Coaching and mentoring

We will coach your sales people in the soft skills required to win, retain and grow profitable business relationships.

We will help your managers to coach and mentor their sales people, this ensures that behavioural and results changes are

sustainable.

Making change happen

“The course was developed by Mercur i af ter a 3-hour meet ing wi th Promega and this programme hi ts superbly wi th our requirements. Mercur i c lear ly understood our requirements and produced a workshop that we can ut i l ise the ideas from, almost completely wi th in our business.”

Promega UK

Step 4 - Implementat ion


The most effective way to evaluate a change initiative is to measure the impact it has made on results. This means showing

a return on the time and money invested in any development project. It also means sharing success stories.

Mercuri have a strong track record in empirical measurement of change. This could be in the form of KPI improvement,

competence enhancement or behavioural adjustment. Our range of analytical and consolidation tools enable stakeholders

to communicate real success and provide the rationale for any future change. They can also become the basis of future

development plans.

Analytical tools to measure the performance improvement

- Analysing and benchmarking competence: skills, knowledge and attitude.

MI CARE - Measuring customer’s attitudes, this typically covers 4 key areas: sales team activities; products /

services; customer service; comparison with your competitors.

It is our objective to enjoy a mutually beneficial, long term relationship with our clients and we aim to achieve this by adding

measurable value to the bottom line.

Embedding success and measuring the performance improvement

“The Mercur i model is now used as a business planning template and the sales management process is adopted by al l regional managers”

Brammer


Step 5 - Consolidat ion

Concepts to enhance per formance

Platform Thinking

Platform Thinking (PT) is an approach to plan sales and negotiation

activities for an individual Sales Manager or the whole team.

Practicing Platform Thinking answers 3 key questions:

• Which customers do we really want?

• How can our sales process help us?

• Which activities will keep our customers buying?

Differentiated Selling

Differentiated Selling recognises that not every selling situation is

the same. We work with our clients to help them identify and apply

the most effective selling approaches to use: Assertive, Relational,

Consultative and Expert.

It will tell you what selling situation is needed in today’s market and

more importantly how you will need to address future markets.


Tools to improve results

Opportunity 2 Order (O2O)

Opportunity 2 Order (O2O) is designed to help you improve conversion rates when pursuing strategic opportunities.

Using a board game approach, O2O™ applies vigorous analysis to real opportunities, providing the participants with a

clear view of how to secure them. The O2O™ programme also contains access to a bespoke online toolbox, along with

supporting e-learning modules, all designed to equip sales professionals with a methodology for success.

Competitive selling

The core of the approach is a highly realistic business simulation in which teams of sales people compete to win a new

business opportunity. It is high on pressure, intensity and impact and is extremely different from normal training sessions,

with heightened levels of motivation and fun.

Celemi - The power of learning

The Celemi simulation game, Apples and Oranges™ brings a fresh approach to learning about

how business decisions impact the financial performance of a company and is essential for

anybody who is involved in the management of strategic or operational performance.

“To help Renishaw in increasing our sales effect iveness in some speci f ic product l ines I selected the O2OTM programme from Mercur i wi th a v iew to

increasing our conf idence and capabi l i ty to sel l in complex s i tuat ions.” Renishaw PLC

Mercur i Internat ional – Global Reach

Mercuri International (UK) Ltd is part of an award winning Global

Consultancy established in 1960, the group employs over 500

people across 40 countries. We provide sales consulting and

training services to organisations on a worldwide basis.

What nex t – Implement your cr i t ical steps to sales improvement

“I would have no hesi tat ion in recommending Mercur i Internat ional (UK) to anyone. They are extremely professional and made i t a pr ior i ty to fu l ly understand our business and what we do, which was absolutely apparent in the del ivery of the t ra in ing and resul ted in a reinvigorated and inspired sales team.”

LSI Energy

+44 (0) 330 9000 800

training@mercur i .co.uk

@Mercur i Int_UK

www.mercur i .co.uk

Date post:	27-Jan-2017
Category:	Sales
Upload:	mercuri-international
View:	151 times
Download:	1 times