Suxeed

“Talent wins games, but teamwork and intelligence win championships”

Michael Jordan

We refer to Sales TEAMS, but sometimes our people are lone operators using the justification of ‘customer differences’ and ‘not enough time’ to excuse scant regard for sales process.

How can we keep our salespeople motivated, having a feeling of autonomy, and at the same time successfully implement consistent process, with them willingly following the team plan? This is where Suxeed can help.

In our experience, smart process design, a high level of sales team engagement and continual reinforcement lead to participant buy-in. If any of these are missing, sales process will probably be a source of frustration for all involved.

Suxeed is here to help you navigate the complexities of achieving consistent sales process in markets characterized by customer differences. Our starting point is to understand you, your context and what you want to happen more often, or differently. From this foundation we can support you to build team capability, effectiveness and motivation. 

Embracing Consistency and Differences

Research suggests that employees who have a degree of discretion in their job roles, including those who work in sales teams, are motivated by a degree of autonomy. Against this backdrop it is not surprising that sales process is a source of frustration if it is thought to be controlling, constraining and time consuming.

It does not have to be like this. We can implement simple sales processes, light on administration which help salespeople to link into customer differences and individual needs.

How do we go about doing this? We include the salespeople in the design of sales process and have a pragmatic filter on the usability and helpfulness of the actions, tools and behaviors which we ask them to implement.

At the core of the Suxeed philosophy is a belief that if we respect the differences and needs of our sales team, and actively seek and listen to their inputs and feedback, we will design impactful and sustainable sales process

Our Values

Underpinning Suxeed interventions are our PROVEN values

Potential - Develop it

Respect - Show it

Open feedback - Embrace it

Value – Create it

Engagement – Build it.

Nurturing. Be it

Our Ways of Working

In sales process design we need to achieve consistency to enable effective planning, execution and analysis. At the same time our teams need to be able to understand, embrace and work with the differences in customer situations, world views and behaviours. One of the keys to smart sales process design and sales team enablement is to provide the right balance of structure and intelligent flexibility. This is at the core of the Suxeed approach to salesforce effectiveness.

David Nicoll Profile

With over 30 years experience working in direct sales, leadership and sales enablement, I have worked with teams in the Medical Devices sector in EMEA, APAC and the Americas to design and deliver improvements in sales force effectiveness.

A qualified coach, my approach is to engage with teams at an individual level to gain buy-in and ownership of changes to structures, process and behaviours. Solutions are built around their needs, and yours.

I can support you and your teams in salesforce effectiveness areas such as CRM strategy, customer segmentation, sales team structure, establishing KPIs, selling skills, key account management, coaching teams, impactful presentation, successful negotiation, pipeline management and addressing poor performance. 

Over the years there are a number of principles which I have found underpin the success of those I seek to support, and my own progress:

·       Listen carefully to your customer, internal or external

·       Earn the right to be listened to

·       Focus on the customer

·       Engage through involvement

·       Respect and embrace differences

By following these principles and the PROVEN values I have experienced profound shifts in individual and group mindsets, motivation, skills sets and behaviors.

And in my precious leisure time? Well, I spend time trying to coax a reluctant garden to burst into life, and apologize to many other dog walkers for the over-exuberant actions of a brown Labrador called Harvey!

What they say

  • I worked with David for over 10 years in his earlier career and seen him grow from a good salesman to an excellent key accounts manager then a great sales manager. David was always thorough, well read and able to apply his learnings to real life situations, thus able to deliver targeted results through his team in all circumstances. In his later career, I have observed David develop into a highly respected leader and coach, with a mastery of all aspects of sales team enablement. He is able to develop both direct and indirect sales teams whilst also ensuring their welfare and motivation, to systematically and pragmatically deliver sales success

    David Moore; CEO and Vista Chair

  • I had a pleasure to work with Dave at Hoya for three years. Dave has great skills to connect with people throughout the organization, build strong collaborative partnership based on mutual respect, and strive to achieve common objectives. Always ready to support business and teams around the Globe, genuinely cares about people and business outcomes. Anyone who has worked with Dave will tell you that he cares deeply about the welfare and progression of those who he leads and supports. He understands the need for individual engagement when seeking to implement change and brings commitment, positive energy and enthusiasm to all he does.

    Oxana Pastushenko; Chief Marketing Officer, Hoya Vision Care

  • My experience of working with David goes back to a period where he was part of a team helping clients to design and implement differentiated customer journeys and experiences. He is intelligent, inquisitive and a good listener. He was particularly skilled at adapting to different client situations, cultures, challenges and aspirations. He commits 100% to all his clients and projects. He combines the qualities of a strong leader and the attributes of a great team player. He is a real asset to any project.

    Gillian James; CEO, Signal CX

Let’s Talk

If any of the content in this website resonates with your own experiences and you want the support of an SME who will work closely with you, your colleagues, and team to help you achieve your objectives, then it may be worth having an exploratory chat and exchange of views.

Your team might not be as euphoric as this lady about the thought of smart and effective sales process, but they can certainly be engaged, empowered and motivated by it.

If you want to talk, I can be contacted via the link below