International Expertise

Metriss’ founder has either directly delivered or project managed the delivery of sales performance focused training programmes, workshops and consulting services to several thousand sales leaders, sales professionals and senior executives from over 30 countries including: Australia and New Zealand, the APAC region, Middle East region, EMEA and USA.  Some projects have involved teams of multi-lingual facilitators across several countries.

Proven Approaches

Metriss has focused on working with organisations who wish to invest in deploying proven sales processes and their associated tool-sets because they:

  • provide structure, discipline and consistency in selling approach across the entire sales team
  • cultivate a common language to improve communication and collaboration
  • encourage objectivity in managing challenges with customers
  • are straight-forward, easy-to-learn and use
  • have been deployed by high profile organisations internationally
  • and most importantly, when implemented effectively deliver results .

Across the executive team, sales management and front-line representatives, the selling organisation is aligned through using processes that prepare and support you to win more and faster.

Metriss has partnered with Miller Heiman (now part of Korn Ferry) for 20 years to support these capabilities.

Typical Projects

Sales performance improvement interventions designed around the deployment of proven, structured and disciplined sales processes through training and coaching have commonly encompassed:

  • Managing Complex Sales Opportunities
  • Preparing for and Managing Customer Meetings and Calls
  • Strategic Account Management

Projects have also included Sales Funnel Management, Benchmarking and Channel Partner Management.

Managing Complex Sales Opportunities

Common feedback from facilitating many training programmes suggests that even experienced sales people can feel lost in the maze of complex selling and buying cycles. This is understandable when the complexity is typically characterised by:

  • lengthy sales/buying cycles of 3 -12 – 24 months and sometimes longer
  • multiple stakeholders with different motivations, KPIs, degrees of influence and interest
  • changes in stakeholders during the sales cycle
  • multiple levels of the account hierarchy involved
  • budget ownership can be obscure or unknown
  • having multiple options and course of action for seller and buyers
  • being competitive …and possibly a lot at stake for all involved.

What is valuable in these situations are dynamic road-maps and guides to help navigate the maze towards winning, or help decide whether to abandon and “lose fast” as early in the sales cycle as possible. These compass-like attributes are embedded within proven, world-class sales methodologies.

Managing Successful Customer Meetings

Be prepared.

No meeting or call with a customer should be left to chance.  This is even more important if the meeting involves several people from within your account and your own organisation.

Each customer meeting or call provides an opportunity to strengthen your relationship, to ask questions and learn, to share insights and educate, to align on important topics, as well as secure commitments to advance your customer’s buying process and therefore your sales cycle.

Be prepared …using proven, disciplined, world-class sales methodologies.

Strategic Account Management

Most strategic or large accounts start as small customers and are nurtured and developed over many years through careful relationship management.

Strategic accounts fall into at least the Pareto segment – the 20% of your accounts that generate 80% of your revenue, or possibly the 5% that generate 50% of your revenue.

The challenge then becomes how to protect, manage and grow these highly valuable assets as they contribute high proportions of revenue to your business.  Losing one of these accounts could be a significant potential risk.

Such accounts must be judiciously managed with structured, disciplined methodologies.

Delivery Approaches

These have included:

  • Facilitator-led, classroom-based training programmes, workshops and coaching
  • 1:1 and team coaching
  • Virtual facilitator-led training programmes, especially during the global pandemic
  • Blended learning, combining e-learning with facilitator-led, classroom-based training programmes
  • Digital learning (self-paced e-learning)
  • Post-training reinforcement using mobile apps.