Since 2000 Rob has developed an international training and consulting business focused primarily on providing services to sales leaders and their teams to drive sales performance improvement …measurably.
In the field of sales performance improvement, customers have included:
Professional Services – Australian Institute of Management; Saville and Holdsworth (SHL); Corporate Executive Board; Oliver Wight; Allworth Juniper
Cosmetics – Revlon
Bachelor of Science Degree (Hons.), Bristol University, UK
Ph.D., Imperial College, London University, UK
Cert IV Training & Assessment, Australia
(i) Miller Heiman Sales Processes
In the early 90’s, whilst working with an international management consulting firm, Rob was trained on several globally-renowned sales processes developed and marketed by Miller Heiman (now part of Korn Ferry). Since 2000, Rob has provided training, consulting and coaching services on Miller Heiman sales processes to many large multi-national corporations and some SMEs. Rob is a certified trainer and consultant on several sales processes and their associated training programmes and also a master trainer on some.
He has designed and project managed the deployment of sales processes domestically, internationally and globally. Rob has successfully delivered training courses and implementation workshops to senior executives and sales professionals from over 30 countries. He has either trained and/or provided consulting services directly in the following countries:
Asia Pacific – Australia, China, Hong Kong, India, Japan, Malaysia, New Zealand, Singapore, South Korea, Taiwan and Thailand
Middle East – Bahrain, Dubai, Jordan and Kuwait
UK and USA to a lesser extent.
During the largest project, Rob designed the global rollout program and project managed the deployment of two flagship Miller Heiman sales processes spanning 800 sales professionals and senior executives from over 35 countries, leading an international team of Miller Heiman trainers and consultants.
Currently, Rob designs and project manages sales performance improvement initiatives, engaging talented, accredited facilitators to deliver the training programmes.
(ii) Winning New Clients Programme (IT Service Companies)
The Winning New Clients Programme was a multi-year project working with an expert direct marketing colleague. It grew into an easy-to-implement, results-focused business development programme for IT service providers, typically SMEs. At the heart of Winning New Clients was a comprehensive suite of customisable tools, videos and education spanning the end-to-end lead generation (marketing) and lead conversion (sales) process, combined with a lively training programme. A self-service web facility was developed during the project.
The training program and customisable tool-kit helped IT service providers enhance and optimise their websites, quickly develop and execute targeted marketing campaigns and then, using a structured sales funnel approach, drive lead conversion using a powerful presentation, focused needs analysis, a value proposition calculator, term agreement and model client engagement approach.
This meant that these businesses could gain the full advantage of being a Managed Service Provider. They could easily start or accelerate their business development activities affordably; grow their sales revenue more confidently by winning new clients and increase the market value of their business. Feedback from users was very positive.
(iii) Customer Satisfaction Research
Rob has designed and undertaken several large-scale customer satisfaction research projects. These have involved objective, phone-based and face-to-face interviews on behalf of clients. Research interviews and data collation has spanned Australia, Africa, USA and Canada and South America. Quantitative and qualitative report data provided to clients generally encompasses: customer perceptions of benefits, feedback on satisfaction vs. importance ratings, expectations, loyalty and referral drivers, innovations and actions required.
(iii) Australian Institute of Management (AIM)
Rob originally wrote and regularly delivered the public training course entitled “Building Client Relationships”. He also reviewed some of AIM’s sales focused training programmes. In addition, he custom-designed and delivered sales-related and customer relationship management training courses for AIM for many years. Rob worked closely with the Organisational Learning Team in AIM NSW and ACT to improve their sales & customer relationship management capabilities. He undertook large-scale, client satisfaction and research programs across AIM’s major accounts over a five-year period.
Rob has facilitated many sales-related workshops, usually aligned with training events. In addition, he facilitated large-scale workshops related to the formation of new Cooperative Research Centres, involving 30-50 senior university academic staff and senior managers from major corporates. He also facilitated a workshop on the future of R&D in Australia’s wheat industry involving senior members of the Bread Research Institute, the Australian Wheat Board and Grain Research Development Corporation.
(v) Employee Satisfaction
Historically, Rob designed and managed a number of large-scale employee satisfaction research projects in Australia within the aged care sector.
During his career, Rob has worked in a range of different types of organisation: large global businesses in the UK and Australia; a publicly-listed, Internet start-up; as well as early stage and mature SMEs. In one of the SMEs Rob was integral to the business winning national accolades and prestigious awards for customer service, customer satisfaction and fast growth rate.
Rob has worked in academic research, sales, marketing, business development and customer relationship management, coupled with general management and executive director roles. The early phase of his career was spent in the UK in sales and marketing working with American and European scientific instrument manufacturers. After migrating to Australia, Rob worked in HR consulting with both Australian consulting businesses and an international management consulting firm.
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