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How sales as a professional service can Xcel your business
'Sales are contingent upon the attitude of the salesman – not the attitude of the prospect.' W Clement Stone
In today's economic climate, delivering a strategic sales campaign is essential for any company looking to tower above tough competition in the business world.
For Nicola Hartland, founder and CEO of Berkshire-based Xcel Sales, the key to securing new customers for her clients in a tight market place is having the correct team of skilled professionals in place to deliver a first-class marketing strategy.
Xcel Sales, founded in 2013, works with companies across the UK developing strategies and implementing lead generating techniques to dramatically increase revenue. Xcel's mission is to establish sales as a professional service and create a shift in the mindset of companies – both of which could lead to massive improvements in sales performance.
”Sales is the lifeblood of every business, yet the approach that many business owners take is drastically different to that of the legal or financial aspects of the business. People go to a lawyer for legal advice or to an accountant to make sure their finances are in order. So why not use sales professionals when it comes to something as vital to business as sales strategy, lead generation, and development?”
A service such as Xcel Sales can troubleshoot underperforming sales teams and highlight areas for improvement that may have otherwise been difficult to identify from within an individual company
The problem, it seems, stems from an innate fear of outsourcing held by many business owners. There is a deep-rooted belief that this important function needs to be kept in-house at all cost and that external agencies will resort to pushy sales tactics to generate revenue. That way of thinking, however, could have a negative
THE BUSINESS MAGAZINE – THAMES VALLEY – JULY/AUGUST 2016
impact on a business's finances. There are heavy costs associated with hiring, training, and retaining a team of in-house professionals, not to mention the potential cost of bad hire which could be as high as £180,000.
For business owners, the thought of placing the heart of the company, the sales function, into outsourced hands and ensuring that they get the best of their investment, is a minefield of uncertainty. However, Xcel Sales believes in working as an extension to a company's already existing team and apart from the above- mentioned financial aspect, there are several distinct advantages to this.
Firstly, there is a ready-made team of sales professionals already in place – the importance of which cannot be over- emphasised. The key to securing new clients is having the correct team of skilled professionals ready to deliver a first-class sales and marketing strategy.
Developing such a team in-house takes time, money, and effort. It's the reason many companies use, for example, accountant services to handle finances rather than hire, train and manage an internal team of accountants; the process is laborious and not very cost-effective.
Another advantage of working with external sales professionals is the ability to leverage perspective. A service such as Xcel Sales can troubleshoot underperforming sales teams and highlight areas for improvement that may have otherwise been difficult to identify from within an individual company. If a sales team is failing to meet targets, consulting external sales professionals will identify the problem and help turn things around.
While the right sales professional can make a huge contribution to business revenue, the wrong sales professional can be detrimental. It is important to pick the right one. The key is ensuring they have the right experience, knowledge, and passion for sales.
As one of the leading sales specialist in the country, Hartland has advised many major brands on sales strategy, sales processes, and lead generation. She speaks at events across the UK, sharing her experiences from her 15 years in the sales industry.
businessmag.co.uk
Nicola Hartland
“At the heart of any business is its brand and identity,” Hartland says, “but often this isn't identified, causing companies to lose out in the bid to become a success. “The one thing that all businesses need is customers. Without them you simply do not have a business and it is the sales function that is responsible for delivering this. You wouldn't ask your accountant for sales strategy advice or task your business coach with landing multi-million-pound international deals so why put the future of your company in the hands of someone who isn't a sales expert?”
Xcel Sales is a rapidly expanding company and has generated over £50 million of sales opportunities for its clients in under three years. The company is planning to increase its headcount by a further 20 members of staff and are moving to bigger premises in Chineham Park, near Basingstoke in July this year.
For more information on how Xcel Sales can help you increase your sales today see details below.
xcelsales.co.uk info@xcelsales.co.uk 0118-4021442
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