To have confidence in the future effectiveness of a sales-force, we must be able to accurately evaluate sales-people's competence. Silent Edge's experience working with some hundreds of sales managers confirms what many of us intuitively suspected; ask any group of sales managers to evaluate the same sales person and you'll invariably get different assessments.
These conflicting views undermine every aspect of sales performance, including recruitment selection, training needs analyses, coaching priorities, performance appraisals and succession planning. They are the core reason why traditional performance appraisal, competency evaluation, sales coaching and assessment centre approaches deliver weak results and are viewed sceptically, at best, by sales professionals.
Silent Edge's unique and award-winning sales performance methodology is recognised by two of the world's top 20 business schools and the Institute of Sales & Marketing Management.
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We believe it is best practice world-wide.
It empowers sales managers to objectively evaluate their teams against industry best practice competency frameworks in live selling situations. The assessments are real, accurate and result in fast buy-in from sales staff. They require minimal time out of the field.
We use a pioneering internet platform to provide reports and sales management dashboards. We tailor and implement fast training programs to address priority needs. We produce extraordinary results and long-term performance improvements in some of the world's leading organisations. What's more we ensure sustainability by embedding the methodology into your business. Your managers can continue coaching and developing their people for years to come.
Clients have seen revenues increase by a minimum of 8% annually. In 2009 four of the five sales academies we installed (for BT, Barclays Bank, SAS, EIG and ADT) enjoyed their best ever year of sales during the biggest recessionary period for decades. We started work on a further eight sales academy contracts in 2010, including Johnson & Johnson, Barclays Business and BT Business.
Use the interactive graphic to see how we can help you lift revenue and sales effectiveness. Directional is the exclusive partner for Silent Edge in the region.
"Having researched the sales training market and gone through a rigorous tender, we have chosen to work with Silent Edge to put a sales academy in place for 1,800 sales people and sales managers/leaders in the coming months. Silent Edge's track record in proven ROI and academic recognition will help us to achieve our ambition of sales excellence across all roles in the coming months and years." Nigel Stagg, Managing Director, BT Business
"Having researched the market there seemed to be only one company that has established best practice and had it verified by leading business schools. Silent Edge has shown consistently that they can develop teams into high performing professional sales forces and deliver tremendous ROI at the same time." Steve Cooper, Managing Director, Barclays Business
"I have used every training course and well-known brand in my career but I have never seen anything like Silent Edge. In six weeks we achieved what could normally take four months. The precision of the evaluation data enabled us to make immediate decisions on the development plan for each of our sales people. They transformed my sales force taking their revenues from £750k a month to £4m a month in 6 months (450% growth). More remarkably the other 6 regions in CW did not increase their revenues during this time." Mike Siddon, Regional Managing Director, Cable and Wireless
"The skills training was the best Sales Management course that I have participated on in my entire career. The difference with this course is that I have implemented at least 10 things from the programme I received from Silent Edge. The learnings have been practical and relevant and will improve my effectiveness in my role and that of my people." Karen Osborne, Head of Distribution Partners, AXA Insurance
"Silent Edge's data models and unique methodology was a perfect solution for us. They objectively evaluated every discipline (including sales management) against their best practice competency framework of skills. The result of this was that Vistorm's revenues increased by 30% in 12 months." Darron Antill, COO, Vistorm (an HP IT security company)
"We have been using a subjective form of assessment of our sales teams and managers for years but the resulting data did not provide a platform that allowed for a dramatic change in skill set or behaviours of our team. Silent Edge came in and in very short timescales (one month), developed a set of objective best practice scorecards for our market that have given us a huge amount of rich data with which our managers can coach their staff. The change in language and behaviour in just a matter of months has been transformational across the team." Michael Tobin, National Sales Director, Endo-Mechanical Division, Johnson and Johnson
"We were introduced to Silent Edge through the Institute of Sales and Marketing Management as they were using Silent Edge to judge some of the categories at the British Excellence in Sales and Marketing Awards. We were so impressed with their detailed ability to objectively identify the sales skills and ability of sales people and sales managers, that we have now invited them to deliver a module encasing their work on our Sales Management residential course. I would recommend that any Sales Manager or Director look at Silent Edge if they are considering improving the performance of their sales teams." Laurence Williams, Director, Sales Director's Programme, Ashridge Management College (The FT rates Ashridge's executive programs in the top 2 in UK and top 20 in the world)
"The competencies that Silent Edge have defined really help drive sales performance and the model can also predict how likely the sales person is going to close a deal." Professor Lynette Ryals, Cranfield School of Management
(The FT rates Cranfield in the top 20 in the world)
Directional - PO Box 880 St Ives 2075 New South Wales Australia T +61 (0) 2 9983 0712 F +61 (0) 2 8901 3297 E info@directional.biz
