|
What others have to say about us
"Engaging
Bristol Strategy Group has been a wise investment for our organization.
As a marketing communications agency, we had not developed a sophisticated
and disciplined approach to selling. Each person charged with new
revenue generation had their own approach. Not only did Ellen provide
useful examples of how to structure a more formal tracking process
for sales behavior and results but also facilitated great dialogue
among our team to create ownership of the process and a commitment
to follow-through. The SMART Way methodology has been extraordinarily
useful for bringing structure to our developing sales team, and
I think it will grow with us as we become more sophisticated in
its application."
Andrea Westmeyer, Executive Vice President, Relationship
Marketing Inc.
“After
four years I am still using the sales management techniques I experienced
in your classes. I have introduced the process to my direct reports
and they too are having success. Tracking activities as well as
sales has proven to be a great coaching tool. Sales associates falling
short of meeting their goals are able to focus on the correct activities
to obtain the sales results we are expecting. Over a six-month period
we have experienced a complete change in our sales culture and we
are exceeding our goals in many areas.”
Evan T. Rees, President, Union Planters Bank
"ReCellular has benefited from the strategic selling training
program provided by the Bristol Strategy Group immensely. As I sought
out training for our senior level sales team, it was clear to me
that the Bristol Strategy Group provided the framework for a discipline
that I was looking for. Sales training courses are readily available.
However, a coherent, proven methodology that establishes and supports
a course of action with metrics to determine results, is not. The
Bristol Strategy Group provide the necessary evaluation of a strategic
selling opportunity in a way that our team uses and is measured
by. Thanks Ellen, great program!"
Eric Forster, VP Sales & Marketing, ReCellular
"Ellen, we love you! I have been through hundreds of strategic
planning retreats and sales training programs over the years, but
most of it was the same-old same-old. Your approach reduces conflict
and boosts morale. As we implement the methods we learned from you,
sales performance, customer service and profitability are soaring.
Our bank is a really entrepreneurial, exciting place to work –
now we have ways to manage the workforce that reflects the excitement.
By
the way, using your ideas, we were able to achieve 100% of this
year’s goals in six months!"
Joyce Kory, Executive VP, Wealth Management, Gibraltar
Bank
"I
never realized the value of setting goals the right way. For the
first time, we realized that a goal is not just a number; it is
a way to guide the whole effort. When we set up all the indicators
that contribute to the goal, like keeping track of things our customers
do, we really energized the sales force. Now they understand why
they work so hard, and how to make their work count.
The
SMART Way workshop helped me understand how to turn my group of
nine sales people into a real functioning team. Now our sales meetings
produce great insights into how we manage our workload, what works
and what doesn’t. My people are excited and more eager than
we have seen them for years.
My
biggest discovery was the importance of ratios. Once we started
to look at the relationship between proposals and orders, leads
and prospects, prospects and customers, we immediately began to
work smarter. My people bring in more qualified opportunities and
turn more of them into business faster. They don’t waste their
time on activity for its own sake."
Jim Watson, Sales Manager, York Container Company
"Before
Bristol Strategy Group introduced us to selling strategically, our
sales force made forecasts based on optimism, best guess and a desire
to look good. And that makes forward planning and purchasing hit-or-miss
– it was a real nightmare. Now, those same reps vie to provide
timely, accurate information about their progress.
They
willingly update their reports, analyze the information, and change
their activity plans. The data and methodology produced such good
information that we modified our territory assignments, which produced
immediate performance gains. Everybody focuses on the process, not
the revenue. When we want to improve performance, we work to improve
the process. Tactical frenzies are a thing of the past."
Cari Brito, Controller, Tropics North
"I’ve
been selling for years but this is the first time I understood what
to do to improve my performance on a systematic basis. Since your
program I don’t waste a lot of time on experimenting with
tactics. Instead, I concentrate on customer actions. If my customers
and prospects are doing the right things then I know that I’m
going to have a great month, quarter and year."
Steve Tucker, Strategic Account Manager, Z-Tel
|
