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Accelerate sales and

Accelerate sales and business performance

Business Performance

success requires

Sustainment, 

adoption and

Implementation of

a high performance sales culture.

If you could transform sales performance, what would that enable you to do?

We provide specialist advisory services for sales organisations: advancing sales capabilities through training, coaching and reinforcement; creating a high-performance culture; ensuring your company structure and compensation plans are aligned with your objectives.
Take the Gap analysis quiz now

E-Book

Keys To The Kingdom

A leader's guide to transforming sales performance

How do you achieve your next level-sales results in today’s challenging commercial environment?  The Keys To The Kingdom will show you just how to do that. Leveraging decades of experience of leading sales organisations and advising sales leaders, Mark Wills shows us how the four levers of sales success; capabilities, culture, compensation and company structure can be leveraged to ignite revenue growth. Packed with guidance and advice for leaders of sales organisations, Mark leaves us with two key questions to ponder:

How much has it and how much will it cost if you decide to do nothing?
When you transform sales performance, what would it enable you to do professionally and personally?

Introduction

We have the formula to unlock and ignite your true sales potential.

Accelerated change in the world of selling means customers are getting smarter faster. Competition is increasing creating more options, whilst price sensitivity squeezes margins. Yet most businesses are still doing the same thing they were 5 years ago.

Our experience of creating transformative sales performance with local and global sales organisations, has enabled us to develop a proprietary blueprint so that you can achieve your next level results.

What We do

What We do

Helping businesses elevate sales performance by elevating capabilities and building the framework for long-term sustained revenue growth.

Performance

Elevate sales and business performance.

Sustainment

Sustain increases in sales performance over time.

Resilience

Increase predictability and business resilience.

Unconscious
competence

'I cannot objectively tell you why'

Conscious
competence

'I can objectively tell why'

Unconscious
incompetence

'I don't know how or why'

Conscious
incompetence

I know how and why, but I chose not to.

A simple truth

Consciously Competent sellers knowingly practice the behaviours that create sales success.

From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.

The key to sustaining sales performance is for sellers to be consciously competent.

We help you:

Train, retain and sustain, systems, skills and thinking to inculcate success behaviours into your business
Build conscious competence and strengthen sales muscle.
Ensure everyone becomes accountable for their own success behaviours.

A simple truth

Consciously Competent sellers knowingly practice the behaviours that create sales success.

From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.

The key to sustaining sales performance is for sellers to be consciously competent.

We help you:

Train, retain and sustain, systems, skills and thinking to inculcate success behaviours into your business
Build conscious competence and strengthen sales muscle.
Ensure everyone becomes accountable for their own success behaviours.

Unconscious
competence

'I cannot objectively tell you why'

Conscious
competence

'I can objectively tell why'

Unconscious
incompetence

'I don't know how or why'

Conscious
incompetence

I know how and why, but I chose not to.

Introduction

We have the formula to unlock and ignite your true sales potential.

Accelerated change in the world of selling means customers are getting smarter faster. Competition is increasing creating more options, whilst price sensitivity squeezes margins. Yet most businesses are still doing the same thing they were 5 years ago.

Our experience of creating transformative sales performance with local and global sales organisations, has enabled us to develop a proprietary blueprint so that you can achieve your next level results.

What We do

Helping businesses elevate sales performance by elevating capabilities and building the framework for long-term sustained revenue growth.

Performance

Elevate sales and business performance.

Sustainment

Sustain increases in sales performance over time.

Resilience

Increase predictability and business resilience.

Unconscious
competence

'I cannot objectively tell you why'

Conscious
competence

'I can objectively tell why'

Unconscious
incompetence

'I don't know how or why'

Conscious
incompetence

I know how and why, but I chose not to.

A simple truth

Consciously Competent sellers knowingly practice the behaviours that create sales success.

From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.

The key to sustaining sales performance is for sellers to be consciously competent.

We help you:

Train, retain and sustain, systems, skills and thinking to inculcate success behaviours into your business
Build conscious competence and strengthen sales muscle.
Ensure everyone becomes accountable for their own success behaviours.

A simple truth

Consciously Competent sellers knowingly practice the behaviours that create sales success.

From research we know top performing sellers consistently practice success behaviours, yet many struggle to objectively tell what makes them successful; unconscious competence.

The key to sustaining sales performance is for sellers to be consciously competent.

We help you:

Train, retain and sustain, systems, skills and thinking to inculcate success behaviours into your business
Build conscious competence and strengthen sales muscle.
Ensure everyone becomes accountable for their own success behaviours.

Unconscious
incompetence

'I don't know how or why'

Unconscious
competence

'I cannot objectively tell you why'

Conscious
incompetence

I know how and why, but I chose not to.

Conscious
competence

'I can objectively tell why'

Here’s the secret every one should know: sales is a game. To win the game, just follow the rules.

Understand and play to the rules, because when this happens:

The game is played to the seller's advantage.
Sales behaviours change.
Conscious competency spreads rapidly.
The probability of winning increases exponentially.
You know why you win or lose.

Our approach

We provide methodology, coaching, systems, implementation planning and execution.

Play sales as a game to ensure that winning becomes repeatable, predictable and consistent, because when sellers:

... understand the rules they develop Success Behaviours.
... execute to the rules they improve Win Predictability.
... become accountable for the rules they cultivate Conscious Competence.

Here’s the secret every one should know: sales is a game. To win the game, just follow the rules.

Understand and play to the rules, because when this happens:

The game is played to the seller's advantage.
Sales behaviours change.
Conscious competency spreads rapidly.
The probability of winning increases exponentially.
You know why you win or lose.

Our approach

We provide methodology, coaching, systems, implementation planning and execution.

Play sales as a game to ensure that winning becomes repeatable, predictable and consistent, because when sellers:

... understand the rules they develop Success Behaviours.
... execute to the rules they improve Win Predictability.
... become accountable for the rules they cultivate Conscious Competence.

we've helped many others just like you

Swiss Re Logo
Citibank Logo
KPMG Logo
johnson controls logo
Commonwealth Bank Logo
Orange Logo
ANZ logo
Mercer Logo
Telstra Logo
Refinitiv Logo
New Relic Logo
Deutsche Bank Logo
Swiss Re Logo
Korn Ferry Logo

Trusted by business and sales leaders around the globe.

Illustration of client
Garry Parker
Regional Commercial Director

“Mark has been instrumental in the success of our recent adoption and deployment of a comprehensive sales methodology across our organisation in Asia-Pacific.”

Illustration of client
Paul Sealy
Global Head, People and Capabilities, Client Business at Standard Chartered Bank

“He practiced what he preached …… a superb sales coach and was able to help deal teams adopt the various methodologies to great effect."

Illustration of client
Ivor Williamson
Organizational Design and Talent Learning Manager– Standard Chartered Bank

“…a trusted advisor and in short a person on the sell side that many buy side teams would want to have.”

Illustration of client
Others Unnamed
Managing Director and Global Head Structured Solutions - Singapore

“It is all that I would like to see a person selling to a client do- conceptually or otherwise, where a complex sale situation exists… So I will urge you, strongly, not miss the opportunity.”

Illustration of client
Others Unnamed
Managing Director and Head Transaction Banking – MENA

“I feel this could really transform our client engagement model.”

Illustration of client
Others Unnamed
Wealth Manager - Singapore

"Mark had a huge impact on my business in a relatively short period of time, and I'm very grateful for this."

Illustration of client
Others Unnamed
Managing Director and Global Head Structured Solutions - Singapore

“It is all that I would like to see a person selling to a client do- conceptually or otherwise, where a complex sale situation exists… So I will urge you, strongly, not miss the opportunity.”

Illustration of client
Others Unnamed
Managing Director and Head Transaction Banking – MENA

“I feel this could really transform our client engagement model.”

Illustration of client
Others Unnamed
Wealth Manager - Singapore

"Mark had a huge impact on my business in a relatively short period of time, and I'm very grateful for this."

Illustration of client
Garry Parker
Regional Commercial Director

“Mark has been instrumental in the success of our recent adoption and deployment of a comprehensive sales methodology across our organisation in Asia-Pacific.”

Illustration of client
Paul Sealy
Global Head, People and Capabilities, Client Business at Standard Chartered Bank

“He practiced what he preached …… a superb sales coach and was able to help deal teams adopt the various methodologies to great effect."

Illustration of client
Ivor Williamson
Organizational Design and Talent Learning Manager– Standard Chartered Bank

“…a trusted advisor and in short a person on the sell side that many buy side teams would want to have.”

serveTM blueprint

Our proprietary SERVETM Blueprint for transforming sales performance will ignite revenue growth.

How well have you equipped yourselves for long-lasting self-sustaining success?
The world of selling has changed.
Sales performance is a defining success factor for most businesses.
The SERVETM Blueprint is the answer to your future success.

SERVETM

Blueprint Outcomes:

We distilled the essentials of sales organisational success to four critical elements; we call the 4c’s
Capabilities
Culture
Compensation
Company Structure

For truly optimized performance, all four elements need to be in alignment and when this happens you will have:

Strength

Strength in your capability

Endurance

Endurance to sustain the long-term

Resilience

Your response in tough times

Vitality

To attract and retain talent

Execution

Your ability to perform
For Businesses

- Sales revenue growth
- Margin growth
- Revenue forecasting
- Client retention
- Merging salesforces
- New product launches

For Sales Professionals

- Discovery skills
- Communicating value and differentiation
- Handling objections
- Obtaining commitment
- Accessing and speaking to senior decision-makers
- Virtual sales skills
- Losing key deals
- Missing opportunities
- Developing advocacy

For Sales Leaders

- Sales transformation
- Cultivating a high-performance mindset
- Developing a coaching culture
- Accessing new markets
- Sales competency development
- Building sales strategies
- Relationship development
- Generating new business
- Sales process analysis and development
- Sales productivity
- Consistently winning/losing on price
- Sales performance issues

Issues we solve

We're in the business of helping businesses sales professionals and sales leaders like you ignite revenue growth and prosper.

Issues we solve

We're in the business of helping businesses sales professionals and sales leaders like you ignite revenue growth and prosper.

For Businesses

- Sales revenue growth
- Margin growth
- Revenue forecasting
- Client retention
- Merging salesforces
- New product launches

For Sales Professionals

- Discovery skills
- Communicating value and differentiation
- Handling objections
- Obtaining commitment
- Accessing and speaking to senior decision-makers
- Virtual sales skills
- Losing key deals
- Missing opportunities
- Developing advocacy

For Sales Leaders

- Sales transformation
- Cultivating a high-performance mindset
- Developing a coaching culture
- Accessing new markets
- Sales competency development
- Building sales strategies
- Relationship development
- Generating new business
- Sales process analysis and development
- Sales productivity
- Consistently winning/losing on price
- Sales performance issues

Performance to perception sellingTM

Sales Capability Builder Workshops

The Perception SellingTMmethodology is an organizational approach to elevating sales capabilities. Through studying and mastering best-in-class sales methodologies, we have devised a series of modularized Capability Builder workshops that can be customized to your specific needs.

Own the game

Be the master of your destiny

Consistent high performance is not the result of chance, just as excellence is never accidental.

Today’s business environment requires salespeople to hone and master their professional craft, so that they can out-think and out-execute the rest.

We show you how to embed the know-how and tools to sustain behavioural shifts that create sales success.

Frequently Asked Questions

Don't hesitate to reach out if you have any questions on how we can help you and your organisation elevate, sustain and increase the predictability of sales.
How do I increase the performance of my salespeople?

There is no one size fits all answer to this question. Much will depend on the maturity of your sales model, systems and people. However, there are things that can stand in the way of improving sales performance and so by definition, if you address some of these potential blockages then you will increase sales revenue.

There are four essential pillars to igniting sales performance, which you can see in our SERVE BlueprintTM. These are the four pillars:

Culture
Capabilities
Compensation
Company structure

We call these the 4’cs and they are essential pillars that both individually and collectively drive sales performance. If you haven’t reviewed these four pillars in your sales organization recently, then it might be time you did, because you never know; shifts in any of these could catapult your performance forward.

How can my team excel when selling remotely?

Isn’t it funny how some people have adapted to remote selling seamlessly and yet many have languished. Those that were using and adaptive process, tools and methodologies are the ones that have adapted well.

Sales itself hasn’t changed, the medium through which we communicate has in some cases. Buyers still buy to solve their own issues and don't forget they themselves have also a challenge discerning partners and vendors remotely.

There are definitely new communication skills that need to be learned and harnessed but essentially the sales game is still the same. Know the rules and play by the rules and your sales game will flourish.

How can I calculate Return on Investment when developing the sales capabilities of my team?

The first requirement is to already be measuring your sales performance and have reliable recorded sales data so that you can benchmark before and after performance.

Let's take a simple sales metric such as win rate - the  percentage difference between the number of opportunities pursued versus the number won. You can look at a before and after picture or even a control sample and benchmark the old performance against the new. In one recent engagement the client’s win rate shifted 50% from 20% to 30% which equated to more than a 3000% return on investment.

This number will continue to grow as more and more deals are won. Don't worry if you don't have the data recorded or are unsure about how to do this, we will walk you through the process step by step in the full understanding that a clear definition of RoI is key determinator of success.

Why doesn’t sales training work, why hasn’t it created the results we need?

It’s not that sale training doesn’t work, it’s just that it takes more than a  single sales intervention to change behaviours. This is the key; behavioural development so that salespeople practice success behaviours – this  doesn’t happen overnight.

We like using the metaphor of building sales muscle, which comes about as a result of repetition through coaching. Sales training in isolation does not create the change in behaviours and so will not work. Sales training, with coaching as a process for behavioural development over time, that’s what moves the needle.

We can help you develop a customised path to developing your people and building a self-sustaining culture of high-performance built on success behaviours.

Why do we end up winning/losing on price?

Opportunities are won on lost price for a couple of reasons. Firstly, you are probably in a competitive market where from the buyer's perspective solutions all look very similar. Secondly, salespeople are struggling to articulate their differentiation in a context that is meaningful enough to the buyer.

Let's put it like this, the cheapest sets the market. If the cheapest is 1 and you are at 1.2, the buyer is never going to say why am I paying 1, they will ask why should I pay the delta of 0.2. In your answer to that question is whether the client will buy at your price premium or not.

It’s about setting your differentiators in the customer’s context and whilst the logic is simple to grasp, it’s not well practiced. In short, get good at defining your differentiators and you will start to uphold your price and your margin.

Our capability builder workshops will help you learn the framework to have these high value conversations with customers.

How do I future proof sales organization?

One thing you can be sure about, is that the environment we operate in will continue to change and we have to be able to adapt with the times.

Successful businesses are those that intentionally build a culture on both accountability and high performance. We spend a lot of time talking to business leaders about cultural transformation through our 3rd party intellectual property partnerships.

We can tell you now that cultural transformation is one, not as difficult as you may think and two the effects are so profound they will literally transform your business and performance to a place you may never have thought possible.

Chat with us and we can show you how this has been done so many times before.

Frequently Asked Questions

Don't hesitate to reach out if you have any questions on how we can help you and your organisation elevate, sustain and increase the predictability of sales.

High-performance diagnostic quiz

Take our short diagnostic quiz to determine your organizations readiness to achieve next-level results.

Simply list your desired "next-level" result you wish to achieve in the next 6 - 36 months and rate it against our 4-Pillars of Success to see how you stack up.

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