Increase your sales performance

If your business operates in complex business-to-business or business-to-government environment, you’ll know that winning or losing a deal can be game-changing. You’ll also know that it’s easy to burn time, cash and resources targeting the wrong opportunity.

To develop a successful global sales team, you need a focused strategy and a clear framework for assessing which opportunities to target and how they will affect your bottom line. We bring in private sector experts to benchmark your sales and tendering processes against international best practice, support you to develop the right sales approach and coach your teams to increase their sales performance.

Our Sales services are available to NZTE Focus customers and are designed for Sales leaders and their teams.

Our sales services have helped Focus customers:

  • Improve the chance of success on major bids by delivering a winning proposal that clearly expresses their strategy
  • Understand how their proposal will be received and more reliably predict bid success
  • Benchmark sales processes, tendering and pitching against international best practice to determine their strengths and weaknesses in business development
  • Identify immediate changes and long-term strategies to improve the chance of winning business
  • Apply a common sales language across teams in different markets
  • Develop professional sales leaders and teams to drive sales excellence
  • Implement best practice sales frameworks into the business.
How the Sales Performance components fit together

Diagram showing how the pieces of the Sales service connect together

1. Global Sales Leadership

An expert coaching and capability building service for sales leaders and their teams to help them implement best practice sales processes and systems into their business, which results in a more focused and successful sales operation.

  • Accelerate your sales performance and create a roadmap for success
  • Learn how to create or improve your sales processes and systems so they are scalable and repeatable
  • Refine your sales metrics & sales based KPI’s
  • Develop professional sales leaders and teams to drive sales excellence
  • Implement best practice sales frameworks into your business.
How it works

Sales Assessment and Review
Talk with a sales expert who undertakes a comprehensive analysis & evaluation of key aspects of your sales functions; processes, systems, people & strategy. This builds a picture of your current sales situation and compares this to best practice sales management to find areas for improvement. Key findings & recommendations are then presented to your CEO and sales team. This helps identify which strategic priorities to focus on to improve the effectiveness of your sales operation.

Sales Workshop and Expert Coaching Sessions
A one-day tailored workshop helps your CEO and key sales team gain alignment on the business’s sales vision, refine & improve your sales processes and systems and build capability in the team. Based on the action plan from the workshop, you’ll work with an expert sales coach over a three to six month period to help you understand and implement best practice global sales leadership capability into your business.
NZTE will help you to evaluate the improvements you’ve made & ensure you have a clear roadmap to continue best practice global sales leadership within your business.

The Sales Assessment and Review is between $4,000 - $6,000+GST which NZTE will fully fund. 

NZTE will fund half of the next stage of the service, up to $9,000+GST.

Download information about the Global Sales Leadership service.

2. Winning Proposals

Bidding for work can be time consuming. This workshop provides a step-by-step guide to developing a winning proposal, whether you’re tackling a large tender or setting up to pitch your product or service. The workshop will take out the guesswork of how to secure those major opportunities.

  • Improve your chance of success on major bids by delivering a winning proposal that clearly expresses your strategy
  • Understand how your proposal will be received and more reliably predict bid success.
How it works

Don’t let must-win deals slip through your fingers. We bring in proposal experts Shipley Asia Pacific for a two-day workshop where you will learn how to develop effective proposals and bids. The workshop covers both the strategy and steps needed to develop effective bids, and how to create, and present, a strong competitive position.

After the workshop, NZTE will continue to provide you with additional help and advice.

The two-day workshop costs $2,000+GST per person. 

If you have a number of people from your company that would like to attend, NZTE will fund half of the cost to attend up to $7,500+GST. 

Download information about the Winning Proposals workshop.

2019 Dates
  • 11 & 12 March - Auckland
  • 20 & 21 May - Wellington

3. Strategic Selling Workshop

Winning high value sales can be a game changer. This workshop gives you a framework for managing opportunities in a complex buying environment, so you can navigate uncertainty and realise the full sales opportunity.

  • Learn a best practice framework for consistently managing opportunities
  • Apply a common sales language across teams in different markets
  • Better predict from your prospects at an earlier stage to whether a sale is possible or not resulting in improved forecast reliability.

Watch a video below about how the Strategic Selling workshop helped ADInstruments. 

 

How it works

This two-day workshop that takes the guesswork out of managing opportunities.

Facilitated by sales experts Miller Heiman you’ll develop a framework for managing sales in an environment where there are many decision makers and uncertainty. The workshop covers managing complex sales from identifying and converting sales opportunities into closing the deal.

The workshop provides a best practice process and allows you to work on a current opportunity and create concrete strategies for achieving your objectives. You will walk out the door with an action plan you can implement immediately. Prior to the workshop, Miller Heiman will ask you to provide some information so they can tailor their expertise and advice to your business.

After the workshop, the Miller Heiman and NZTE team will continue to provide you with additional help and advice.

The two-day workshop costs $2,000+GST per person and NZTE will fund half of this cost, up to $7,500+GST.

Download information about the Strategic Selling workshop.

2019 Dates
  • 25 & 26 February - Auckland
  • 25 & 26 March - Hamilton
  • 23 & 24 May - Auckland

4. Tendering

Knowing how you stack up against your competitors will give you an advantage. We ask an expert to benchmark how well your business is positioned to win tenders. They’ll then review the sales process leading up to preparing the tender document against international best practice.

  • Benchmark your sales process, tendering and pitching against international best practice to determine your strengths and weaknesses in business development
  • Identify immediate changes and long-term strategies to improve your chance of winning business
  • Understand buyers and opportunities and how to pitch your unique selling proposition.
How it works

Tender assessment and review

We match you with a tendering expert who will take an in-depth look at your sales and tender response processes and the key challenges and opportunities facing your business. Our providers for this service include KPMG, Height Project Management & Shipley Asia Pacific.

This step-by-step assessment benchmarks your business against international best practice. You’ll receive a written report with detailed feedback and recommendations to help you prioritise areas of improvement. This review will identify immediate changes and long-term strategies that will improve your chances of winning business.

In a follow-up workshop we use the results of the review to develop an action plan to help improve your sales and tender response processes.

The Tender Assessment and Review is $3,000+GST, which NZTE fully funds. 

If further support is required, NZTE will fund half of the cost up to $7,500+GST.

Download information about the Tendering workshop.

Ask about these services

"Providing Q&A of our tender and mock interview session was the most positive part of our tender."

Jason Gleason, Eight Wire