MANUFACTURERS2017-12-18T16:45:51+00:00

MANUFACTURERS

“Floriss has been a very important part of our sales organization’s growth and improvement since 2011. They have helped us expand from a team of 15 sales associates three years ago to 30 today, with plans to be at 35 a year from now. I am personally grateful to James for his unique coaching talents and his positive impact on our culture.  He is an invaluable member of our team.”

MARK BORTO, PRESIDENT & CEO, BOON EDAM AMERICAS

If you are C-suite executive who is directly responsible for growing your business, up-dating your go-to-market strategy; or your gut instincts tell you that there is more to be achieved within the constraints of your existing sales structure … you need to interview James.  James has the gift of making you uncomfortable and more confident at the same time.  In addition to all the obvious aspects of growing, this is a critical part to any team that is committed to growth.  He will challenge you and your group to make commitments that net real results. He will assist you in realistically transforming key critical attitudes and behaviors that focus on exactly where the rubber meets the road.”

MARK R. PERKINS, VP ENTERPRISE SECURITY ACCOUNTS, BOON EDAM

Implementing Modern Sales Strategies

Today, growing product complexity, more demanding customers, and rapidly changing sales environments make it harder and harder for manufacturers to compete and win.  

In the face of these realities, you can no longer afford to hire, train, manage, and coach sales people who lack the ability to differentiate your company and its products and services. Manufacturers must continue moving away from old sales models that limit the definition of sales people to relationship developers, product pitchers and RFP/bid processors.

Additional, modern sales skills and competencies are required for field, inside and channel sales teams that want to compete and win in today’s rapidly changing business environment. For example:

  • Marketing and sales teams must align their strategies, practices and success metrics
  • Sales leaders must be willing to let go of transactional habits that force their teams into presentation and order-taking conversations
  • Sales people must adopt consultative habits that open new conversations around the customer’s goals and their definition of value
  • Sales people must be more comfortable speaking with buyers at every level of the organization, from technical evaluators to decision-makers and economic approvers
  • RFPs and speculative bid requests must be seen as opportunities to re-qualify customers (not as opportunities to submit low-probability quotes)
  • Channel partners, distributors and integrators must see your direct sales teams as partners, so they learn to be more collaborative
  • Your sales people must be able to educate valued distributors and channel partners, to create stronger and more competitive business alliances

The Floriss Group helps manufacturers overcome traditional barriers to success and take control of growth by tailoring its Collecting WINS™ sales platform to your unique selling environment.  It all starts with a WINS Assessment™, so you can understand what’s working, not working and why, before making the decision to change.

WHAT OUR CLIENTS ARE SAYING:

If you are C-suite executive who is directly responsible for growing your business, up-dating your go-to-market strategy; or your gut instincts tell you that there is more to be achieved within the constraints of your existing sales structure … you need to interview James.  James has the gift of making you uncomfortable and more confident at the same time.  In addition to all the obvious aspects of growing, this is a critical part to any team that is committed to growth.  He will challenge you and your group to make commitments that net real results. He will assist you in realistically transforming key critical attitudes and behaviors that focus on exactly where the rubber meets the road.”

MARK R. PERKINS, VP ENTERPRISE SECURITY ACCOUNTS, BOON EDAM

“Floriss has been a very important part of our sales organization’s growth and improvement since 2011. They have helped us expand from a team of 15 sales associates three years ago to 30 today, with plans to be at 35 a year from now. I am personally grateful to James for his unique coaching talents and his positive impact on our culture.  He is an invaluable member of our team.”

MARK BORTO, PRESIDENT & CEO, BOON EDAM AMERICAS

Are you ready to accelerate your organization’s growth?

Are you ready to accelerate your organization’s growth?