Proline Floors is an Australian owned and operated family business with over 50 years experience in the home and commercial flooring industry. Proline Floors are Australia's leading manufacturer and distributor of unique flooring products, with products covering engineered hardwood, laminate flooring, bamboo flooring and luxury vinyl. Their well researched and innovative products are sold in over 300 retail stores throughout Australia.
Owner Matt Casaceli initially contacted us asking for support. His request was quite simple: “I need help with sales management!”
As a typical growing SME business owner, Matt had realised that perhaps he wasn’t as in control of his sales team as he should be, and he realised the need to introduce some structure and discipline. After all, sales or sales management wasn’t his background.
Matt briefed SMS Consultant Paul Archer on his situation, and after a discussion on the way forward, they agreed the following objectives for our input.
These were to provide Matt with:
- An understanding of some essential sales management processes - specifically Sales Process Mapping and activity analysis and planning – related to the Proline Floors business
- A blueprint of some essential sales management tools that can be used straight away
- A sales plan format that can be applied to each individual in the sales team
- Advice on how to introduce these to the team
- A set of “coaching questions” for use with the team
- The opportunity for Matt to ask Paul any related questions or use Paul as a sounding board for his own ideas
- The opportunity for Paul to share with Matt the insights he has gained over 28 years of working with hundreds of companies in diverse industries
SMS Consultant Paul Archer spent a day with Matt at his premises working through the above agenda and customising some of the tools – with a focus on more effective territory management.
Paul left Matt with an action plan that he would implement over the coming months with his team.
During the following telephone review and coaching sessions, they discussed and worked on issues arising through his implementation. One such session found Matt about to start recruiting for a new sales person. As a result Paul was able to provide Matt with advice and some structured questions on what to look for in the interview process with potential sales people. Specifically, how to use better questions to determine who would “walk the talk” and not just “talk the walk”.