Sales Team Effectiveness

Competitive Edge work with businesses to enable sales leaders to increase sales team engagement, improve sales team productivity and increase business profits.

We understand the sales leader’s pain and the challenges they face with the behaviour and performance of their salespeople.

Disappointingly, sales teams often underachieve; discounting too easily; and too often they don’t manage their territories as effectively as they should. We understand that in sales roles there is a primary responsibility for salespeople to put the necessary effort into going the extra mile for their customers.


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It is essential that salespeople should, but sadly too often don’t, focus their attention on priority accounts and leads. All relationships are important, but we know that some customers are more profitable than others. Too often sales teams can focus on the wrong accounts, which impacts revenues and profits.

Salespeople more than ever before need to demonstrate and clearly articulate the value your business can deliver.

True differentiation lies in the quality of conversations, not just understanding customer needs but providing a compelling case for change. In their ‘comfort zone’ of repetitive behaviour, many salespeople behave in a transactional way; telling the customer about ‘product’ rather than emphasising value and benefit. As a result, there is no contrast, you are no different from your competitor.

We know how often sales teams miss opportunity after opportunity to increase breadth of purchase through up-selling and cross-selling.

Your salespeople should be far more profitable for your business. Hence, we work with sales leaders to understand their specific challenges and we help address them by providing ‘Best in Class’ development approaches that help their sales teams make lasting changes and develop profitable habits.

“Ian has a deep understanding of what it takes to transform the performance of a sales team which has been built over a number of years through practical experience; over a number of years my teams have been inspired and motivated by the learning programmes that Ian has designed and delivered on a variety of commercial and leadership topics. Ian’s programmes always hit the mark in terms of tone, content and delivery.”

Mark Bannister – Director of Field Sales at RS Components

To transform the performance of your sales team, contact us now

Our Address

Competitive Edge Training & Consultancy
Office 40
Burlington House
369 Wellingborough Road

Contact Us

Ian Wearne: 07896 053130

Chris Battye: 07971 441896

Kevin Lacey: 07961 256691