Just Williams turns 10 this year. The business was originally established as a sales consultancy and has since evolved into a sales and marketing agency. The Just Williams Sales Academy was established five years later to support the industry with training, online and in person. Our original ethos remains.
To professionalise the sales industry – to create an industry standard – to elevate the profession to a higher level and create an industry people choose to work in rather than one many fall into. This remains key and now having trained over 4500 in the last 5 years, we’ve learnt a lot about what sales teams, sales managers and businesses want and need in this space.
The sales industry remains unregulated with few qualifications or certifications easily accessible and in my opinion a significant lack of investment in continued professional development. So it’s been heartening to see so many through our doors over the last few years. To learn, grow and invest in themselves to improve and move onward and upward. Here are some of the key challenges our sales professionals, account managers, team leaders and customer service professionals have come to us with over the last few years;
Improving Retention
Increasing Existing Customer Spend
How to Communicate Effectively
Creating Sales Processes
Customer Excellence Delivery
Customer Lifetime Value
Account Management
Aligning Sales and Marketing for Impact
Metrics and Management Tools and Techniques
Over the last few years we have strived to bring professionals in the industry together through our network and annual Sales, Service an Success conference.
This year sees our 4th conference which is being held in October at Wynyard Hall. Where we encourage the sharing of best practices and a network of like minded sales people.
Sales has never been and should never be in my mind transactional, pushy or solutions focused as the industry has in the past been depicted.
Our focus should be on creating curious professionals with a growth mindset who provide solutions and develop long term relationships creating customer lifetime value from the outset.
Account managers may not always be responsible for new business growth but that does not make them exempt from growth metrics. We instill a 5 point toolkit for internal growth to include customer satisfaction scores, referrals received, average services or products held, retention rate and overall financial growth within a portfolio.
These five metrics give a comprehensive overview of performance and the health of your accounts and customers.
This year we are making some changes to the businesses, taking them to the next stage as we venture into our second decade (that’s as terrifying to write as it sounds!)
So if you’d like to start to develop a CPD for your sales and marketing teams or looking to grow and need some support from a local business who’s been around the block – we would love to hear from you.
www.justwilliamsltd.co.uk