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Free case studies & white papers
The following case studies and white papers are free to download. All we ask is for a little background information to help us understand about our website viewers. We’ll keep you updated with emails about upcoming workshops, new white papers etc. We won’t spam you with irrelevant rubbish. We typically only send emails out every month or so.
We will never rent/sell/provide your information to any third party.
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Research briefing - Developing true sales management potential |
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Most leading sales organisations recognise the importance of developing their sales managers. And yet recent research conducted for our partners at Silent Edge showed that 83% of sales managers believed they were appointed to the role because of their sales performance, not leadership skills. Almost none received training specific to sales management.
This paper looks at the key competencies required by sales managers, and the best practice approach to both evaluate and develop sales management capability.
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Research briefing - The Importance of measuring sales-force effectiveness |
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Sales managers untrained in objective assessment, evaluate sales people completely differently. This seemingly obvious issue has huge ramifications:
- They’ll recruit inconsistently, often hiring the wrong person
- They’ll identify different skill gaps, resulting in conflicting and incorrect views of training needs
- They’ll coach inappropriately on different topics, often embedding bad practice
- They may recommend the wrong people for promotion or succession planning
This briefing reviews the research, jointly conducted by our partners at Silent Edge and Cranfield School of Management, and what to do about it.
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Building a world-class Sales Academy - White Paper |
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How to create successful Sales Academies that deliver sustainable change and massive ROI.
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EIG Insurance implement Silent Edge sales academy – Case Study |
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EIG’s sales academy won the Training and Development Award at the Chartered Insurance Institute Awards and received the following feedback from Paul Lee, EIG Regional Director
“The Silent Edge approach is ground breaking, unique, sustainable, honest, excellent, very impactful, matter of fact, real world, and has quickly made a huge difference to our sales culture”
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Fuji Xerox Global Services use Directional to help accelerate growth - Case Study |
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FXGS is the worldwide leader in document outsourcing, with over 6,100 client sites across 50 countries.
To grow this well-established business in Australia, FXGS worked with Directional to update their sales process and sales strategy, align their services to key industries and train their sales and support teams.
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Selling consultatively lifts sales even in tough times - White Paper |
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When business conditions worsen, clients focus even more closely on solving real needs for their organisation. Purchases are prioritised against how well they meet the strategic imperatives facing the organisation.
This paper explores the types of needs business and public-sector clients have, how they prioritise them, and how salespeople must respond if they are to win business in tough times.
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Optimising sales process increases sales - White Paper |
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Sales organisations can benefit immensely from creating and using well defined sales processes that closely mirror the way their clients want to buy from them. This paper explains why. |
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Recruiting a High Performance Sales Team - White Paper |
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Recent research suggests 1 in 7 new employees leave their new company before becoming competent. This paper explores the techniques used by effective sales managers to maximise the chance of selecting and retaining top performers.
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