Solutions:

Improved Sales Process, Opportunity and Account Planning,
Coach-the-Coach

UNIT4 provides enterprise software and ERP applications to organizations in professional services, education, financial services and the public sector.

“UNIT 4 is growing fast through both organic growth and the acquisition of complementary software businesses. Having a strong sales process is critical to support this growth and get alignment between both the original sales / pre-sales teams and those we’ve acquired.
Directional helped us tailor the UNIT4 Way of Selling to our business and region, trained my sales team to use it, and supported me and my VP Sales to coach and embed it into our everyday business. The methodology is working great and helping us win good business.”
Jack Van Der Velde
Managing Director APAC at UNIT4 Group

Solutions:
Business acumen training, Sales leadership development, Coach-the-Coach, Customer satisfaction consulting

“Aconex is the world’s leading online project collaboration platform, and has been used by our clients to help deliver over $800 billion of projects. Our service offering is broad, reflecting the needs of our clients, which vary heavily by role and industry.

Recognising this, we engaged Directional to help develop the skills of our sales and client operations teams in engaging senior clients strategically and consultatively. Over the last year, Directional has run workshops with our sales managers, led part of our sales conference and provided ongoing coaching to our sales managers to build these skills. We highly recommend them!”
Callan Mantell
Sales Director ANZ, Aconex

Solutions:

Improved Sales Process, Opportunity Planning, Coach-the-Coach development

SAS is the leader in analytics. Through innovative analytics, business intelligence and data management software and services, SAS helps turn their clients’ data into better decisions.

Directional worked with SAS’ sales leadership group across APAC to improve the adoption and coaching around their sales process, and sustainably lift the performance of both their sales leaders as coaches, and their sales people as insights-based consultative sales people.

“Over a period of nine months SAS used Directional to intensively coach our APAC Sales Managers on their own performance as coaches of their Sales People. Over this period we noticed a significant improvement in coaching effectiveness across the group. I would highly recommend Directional as a best practice in Sales Management coaching.”
Michael Fell
Sales Operations Director, South Asia, SAS

Solutions:

Sales force assessment, Cloud-Coaching, Training needs analysis

AbbVie is a leading pharmaceutical company focused on treatments for autoimmune diseases, cancers and neurological conditions such as MS and Parkinson’s.

To improve patient centricity, we worked with AbbVie to define a best-practice competency model for sales reps. We deployed this in our assessment and cloud coaching platform, enabling their sales leaders to evaluate and coach their teams against best practice.

Solutions:

Sales Leader assessment and development, Sales force assessment, Cloud-Coaching, Training needs analysis

Mylan is one of the largest generic and specialty pharmaceutical companies in the world, selling more than 2,700 different medicines. One of these brands is EpiPen, known to people everywhere (including one of Directional’s team) who are at risk of an anaphylactic allergic reaction.

Directional has worked with Mylan for some years to:

  • Continuously improve sales leadership capability, by assessing sales leaders against best practice tailored to Mylan.
  • We’ve then trained and coached leaders on the gaps identified.
  • Use our cloud coaching platform to prioritise training and coaching needs and measure the uplift in capability across their salesforce
  • Train sales leaders on how to use our assessment and cloud coaching platform to assess, coach and develop their sales reps in the field.

“Directional has provided a methodology for Mylan to define best practice and measure our performance against this. Working with Paul is a pleasure and he is a true expert in the field of sales effectiveness.”
John Compton
Training and Development Manager

Solutions:

Business acumen training, Negotiation training,
Consultative and Value-based selling training
Partner business planning

Singtel Optus has a growing presence in mobile, network services and ICT services across Australia through its Yes Optus and Virgin Mobile brands.

Directional has worked with Optus for many years, training sales and partner teams on business acumen, negotiation skills and consultative selling. We’ve also led a Partner development program helping Partner account managers improve the business planning efforts of their franchise and retail stores.

“Directional has provided my division with the acumen and requisite tools to differentiate in our market. In a highly competitive industry our number one point of differentiation is our people and their ability to make a difference for customers.”
Michael Davies
Sales Director, Optus Business

Solutions:

Improved Sales Process, Consultative and Value-based selling training

Macquarie Telecom is Australia’s data centre, cloud, cyber security and telecom company for mid-large business and government.

“Over the last two years, I have had the privilege of utilising training and consulting from Paul and his colleagues at Directional. His breadth and depth of knowledge in Business Acumen and ROI Selling are amongst the best I have ever seen! Paul has facilitated a number of training programs for Macquarie Telecom and exhibits an extraordinary level of confidence as well as a natural facilitation style that our sales people found highly engaging.
Participants include sales reps, consultants and their managers with widely varying skill sets, tenure and corresponding knowledge levels. On each occasion, Paul handled it with mastery and was able to sustain an extraordinary level of engagement with each and every participant. The feedback on Paul from the participants has been exemplary.
I have no hesitation in recommending Directional to any organisation interested in improving their sales position in a competitive market.!”
Ralph Parkhurst
Sales Performance Manager, Macquarie Telecom

Solutions:

Aligning sales and organisational teams; Improved Sales strategy; Improved Sales Proces; Consultative selling training;
Sales Leadership development;
Business Acumen training

Fuji Xerox Global Services provides both highly technical business process outsourcing services and onsite managed services to government and multi national clients.

Directional has worked with FXGS in Australia, Asia Pac and Japan for over a decade on a wide variety of sales strategy, sales execution and sales force development projects covering around 500 sales and professional services staff.

“We first engaged Directional in 2007 to help us launch the Fuji Xerox Global Services offerings across APAC. Since that time, Paul and his team have worked with the Global Services leadership teams at both the APAC and country level to help us develop and deploy a standardised sales process that is a competitive differentiator for us.

They have delivered training to our Services sales managers on how to recruit, lead, motivate and coach our Services sales teams. They have developed and delivered a Consultative Selling Skills workshop, tailored to our business, which has now been deployed across APAC.

Directional’s support over the last 8 years has helped us build the business from ‘start up’ phase to a business group which is now a significant contributor to Fuji Xerox’s annual revenue.

I highly recommend Paul and his team.”

Andrew Jewell
General Manager, Fuji Xerox Global Services Asia Pacific

Solutions:

Consultative Selling training, Customer Service assessment and Cloud-Coaching;
Salesforce assessment and Cloud-Coaching

CSC leads clients on their digital transformation journey, providing innovative next-generation technology solutions and services that leverage deep industry expertise, global scale, technology independence and an extensive partner community.

Directional has worked with CSC for over a decade, training sales and support teams on consultative selling, deploying a customer service improvement program across 500 people in ANZ, Malaysia and India, and helping build and develop their business development teams.

“CSC engaged Directional to help define exactly what best practice needs to look like for our Applications Sales team across Asia and Australia, and then evaluate how well our sales people perform against this benchmark.

The evaluations have been very enlightening, providing deep insights into how well our salespeople perform in live sales meetings with senior executives, and their effectiveness in all other sales competencies, such as opportunity planning, negotiation, and positioning our value proposition.

The evaluation results provide very clear coaching priorities for our sales leaders to work on with each individual and team. The evaluation process is also helping us during recruitment, by ensuring we’re selecting people to a consistently high standard of sales capability, and defining exactly what each new hire needs to focus on to reach productivity as quickly as possible.

As Managing Director of Directional, Paul brings a wealth of relevant insights to his clients. Added to his complex sales and leadership experience, he is flexible and genuinely partners for results. I am very happy to recommend Paul and his team.

Joe Ringer
Sales Strategy & Enablement, Asia, Middle East, Africa and ANZ, CSC

Solutions:
Sales Leader assessment and development;
Salesforce assessment;
Cloud-Coaching;
Training needs analysis

Australia Post provides reliable and affordable postal, retail, financial and travel services across Australia and overseas.

Directional has worked with Australia Post on a number of projects. We co-facilitated their Tomorrows Leaders’ Program with RMIT, helping build the business acumen of their future leadership group.
More recently, we’ve helped them define best practice for their sales managers and account managers and deployed our assessment and Cloud Coaching platform to drive sustainable change.

“Australia Post has a large, complex sales-force going through significant transformation to adapt to changing demands among our corporate and government clients.

Sales Coaching Enablement was seen key to achieving this and we selected Paul and his team at Directional to help us accomplish this as quickly and effectively as possible

Their methodology was a great fit for us. They defined best practice for each role, ensuring this was tailored to our processes, language and offerings. They then evaluated our sales managers and sellers against these frameworks in live sessions including observing managers’ coaching skills and sellers in sales calls.

Data was captured in the Directional Sales Performance Portal which was a great tool for our managers to use in coaching and ensure coaching conversations were focused on the right things and ensured investment in development that addresses the specific needs of each participant.

I highly recommend Directional.”

Michelle Parigi
Learning Lead, Sales, Service and Product, Australia Post