Sydney, New South Wales, Australia
With a robust background in driving sales and enhancing customer engagement, my leadership at The Oakley Process has been marked by the successful implementation of prospecting strategies to generate qualified appointments generating leads for our clients. We focus on customer-centric conversational behaviours which has significantly increased our ability to secure business. As a team leader at a Canon Australia business agency, I honed my skills in team leadership, sales pipeline management and appointment setting, contributing to a substantial increase in call to appointment conversion rates.
Objectives: - Improve CRM data entry processes and reporting to drive sales efficiency. - Design and implement a high-returning prospecting process that optimises sales outcomes including pipeline management and follow-up. - Install customer-centric conversational behaviours that delivers positive customer engagement which in turn supports the sales team win the business. - Develop and manage sales campaigns and script design - Lead, train and coach a team of 4 junior sales and develop a team of 4 inside sales team members to sustain prospecting excellence across the whole team. - Recruitment and onboard new team members to a growing Inside Sales Team. - Provide performance data weekly and monthly, reporting to Sales Director. - Contribute individually by meeting personal calling and appointment setting KPIs.
Results: Results from appointments generated in a complex selling B2B environment with an average sales cycle of 18 months. - 2 x times higher results than other team members with a average of 4 appointments made per day(other team members were making 2 appointments) - 9.43% personal conversion rate (vs rest of team average 6.81%). - My individual appointments created 49% ($2.7m) of won opportunities generated by Inside sales appointments and 40% ($3.6m) of still open opportunities. - Generated a range of appointments from C-Suite level to small regional business appointments. Remained #1 performer in team even after taking on Team Leader responsibilities. Built a successful Inside Sales Team and created and implemented processes for success with KPIs, data quality and control and productive CRM use and pipeline management. Increased successful conversion of leads to prospects from conferences from 4% to 62%. Built strong and trusting relationships with the Business Development Managers. Duties: Responsible for driving sales opportunities for all sales team members by leading a team of Sales Development Coordinators. Specifically, setting qualified sales appointments, the development and management of key lead generation campaigns, exceeding individual, team weekly and monthly targets.