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Business Services - Planning, Leadership & Sales

As leaders in the revenue growth field, we help our clients improve their results by lending our skill in all facets of the organisational change process:

	Strategy into Action and Business Plans Our facilitators work closely with the leadership team and change agents not only to develop the vision and direction of the business, but also to ensure effective implementation and measure success. We also assist start up businesses to develop a business plan to present to investors for funding or simply setting out their plan for future success. More information >

	Leadership Development Our Leadership development tools and programmes ensure that change is led and well-managed from the top of the organisation, while High Performance Team training drives effective implementation from the bottom up. More information >

	Sales Performance Improvement Our Sales Performance Improvement programs focus on developing effective sales processes to improve win rates and reduce the sales cycle, while also providing the relationship skills and coaching required to build rapport and achieve effective client relationships. Visit our partner website www.spisales.com.au or click here for more information >

	Retail Performance Improvement Using 6one5 6one5® programs are designed by leading specialists in retail consulting group and whose focus is on improving store profitability. The 6one5 goal is to deliver significant profit improvement above current performance through working with senior retail executives to help them deliver their strategy more effectively at the store level. Visit our partner website www.6one5.com. More information >

Strategy into Action and Business Planning

Most CEOs and senior management teams that we work with can clearly articulate their strategy and vision for the business.

Their frustration is with effective and timely implementation of this strategy. Some of these frustrations include:

Management and staff say: “We are successful, so why change?”
“My management team are micro-managing and not developing succession”
“Silo politics get in the way of change and effective execution”
“It’s difficult to articulate my strategy and vision simply to everyone in the organisation”
“It was easier when we had to cut costs – now the share market expects us to generate consistent growth and competition is getting tougher”
“It’s hard to get business units in alignment with direction we are heading”

Corporate Enterprise Group has developed a strategic action planning process which guarantees effective execution of the strategy. For startups and existing businesses, we take a CEOs vision and strategy and develop action plans (the business plan) and performance measurement to guarantee success.

Our Strategic Action Planning Process is simple, can be developed in a short period and has been tried and tested, with over 150 Strategic Action Plans developed over the last ten years.

CEG Balanced Scorecard Framework

The Balanced Scorecard is a management framework that translates strategy into action. It guarantees the successful implementation of your strategy by:

Allocating responsibility for strategic goals to individuals throughout the organisation;
Measuring them to ensure implementation in a timely manner;
Ensuring gaps are identified and resourced;
Providing a simple communication tool;

Corporate Enterprise Group consultants are specialists in developing both private and public sector scorecards. They have a facilitated rapid implementation process which provides organisations with an effective Balanced Scorecard within weeks. Typically we work with the senior leadership team, strategic planning departments and internal scorecard champions.

Our Balanced Scorecard framework allows an organisation to quickly align shared service departments, such as HR, Finance and IT, plus individual performance measures to the strategic direction of the organisation. On the other hand, we quite often find that developing a performance based culture takes years, and therefore our framework allows you to “hasten slowly” on this journey through incremental steps.

Leadership Development

In recent years, leading companies have begun to recognise that organisational culture and leadership are integral to their success and that the sustainable competitive edge of a successful company stems from the skills of its people.

However, leadership can be an elusive quality. How does one become a better leader? And what makes a great leader? Although there are no easy answers to these questions, key elements of leadership – including, but not limited to, communication, delegation, and team building - can be studied and developed.

Successful organisations don’t just wait for leaders to come along. They actively seek out people with leadership potential and expose them to training, coaching and measurement tools designed to develop that potential.

Corporate Enterprise Group can help you learn more about what you can do to improve the quality of leadership in your company - working with you not only on your own leadership skills and ability, but also on those of other members of your team.

Corporate Enterprise Group provides programs that are tailored to an individual organisation’s needs. We are accredited in the Human Synergistics Life Styles Inventory tools which can be administered as part of your individual, leadership, group or organisational development program.

Leadership Coaching

We also provide one-on-one and group coaching sessions to develop leaders at all levels of your organisation. The coach acts as a guide to help understand what changes could be made to succeed in a role, how to maximise your strengths and understand yourself and your potential.

Coaching is a powerful way of maximising your strengths and understanding yourself and your potential.

In coaching you will be supported by:

A confidential dialogue partner stretching your mind, and challenging your assumptions about yourself and your role in your organisation
A “confidant” with whom to work through periods of business challenge, pressure or personal transitions
Time and space for reflection on the bigger picture, alternative perspectives and difficult decisions
Independent and genuine feedback on you as a leader

Behavioural Profiling

Corporate Enterprise Group is accredited to deliver a number of behavioural profiling tools such as Human Synergistics®, DISC and affiliated with a number of psychometric and aptitude testing providers.

Sales Performance Improvement

Our approach to sales performance improvement is consultative. We understand the obstacles in sales teams and the change management program that is required to get them going.

Assessment Consulting We work with our clients to understand their needs in the Assessment Phase, this is through a number of interviews with key stakeholders and modeling best practice sales behaviours. Assessment is an important initial stage for maximising the success of your sales improvement projects.

Program Development We work with our client to develop customised programs that are specific and relevant to their situations and assist the salespeople to sell a specific offering or product into a particular vertical or complement and align to existing methodologies and programs.

Intervention Our approach is flexible in the way your sales programs will de delivered. We take into account findings from the Assessment phase, the focus is to ensure your business objectives are met.

Reinforcement and Measurement The elements of achieving a high performance sales culture do not stop at the intervention – this is just the starting point. We understand the other factors to ensure change is sustainable this includes standard sales process, the alignment of product and marketing, performance measurement (KPIs), CRM, account planning, bonuses, systems and support, coaching, reinforcement programs, career path development and a common sales language.

Solutions Selling® Suite – Skills Development Training

Solution Selling® is a client-focused sales process in which the selling activities involve direct contact with prospective buyers. The intent of Solution Selling® is to help salespeople identify a prospective buyer’s business problem within an opportunity and lead the buyer to self-conclusion of how they can solve the problem utilising the salesperson’s capabilities and the value of doing so– thus leading to a “solution”. Solution Selling® is a collection of methods that includes tools, job aids, techniques, and procedures that help salespeople and team members align their selling activities to the steps of a buyer/buying organization’s process.

We provide essential sales planning, execution, and management methodologies and workshops to support the sales process – all aligned and compatible with proven Solution Selling® principles.

Solution Selling® - The industry standard in sales execution process, Solution Selling® enables sales professionals to perform the right tasks in the right manner at the right time, and win more business.

Sales Management and Coaching - Powered by Solution Selling®, this program shows how to accurately analyse sales opportunities and pipelines, and to coach salespeople to higher levels of performance.

Strategic Opportunity Selling - Powered by Solution Selling®. This program shows how to determine what opportunities to pursue, what resources to engage, when to apply those resources, and with whom to apply them, in order to win competitive transactions.

Collaborative Sales Negotiations - Powered by Solution Selling®. Typically provided as a training workshop, this methodology addresses key principles of sales negotiation and positioning value with the buyer. Collaborative Sales Negotiations helps sales organisations increase the size and scope of opportunities and negotiate with greater confidence.

Major Account Selling - Powered by Solution Selling®, this major account planning and selling program enables salespeople to find new opportunities, while protecting accounts against competitive encroachment.

Targeted Territory Selling - Powered by Solution Selling®. This program ensures that salespeople know how to identify their most lucrative accounts, without losing touch with all the other accounts in their assigned markets.

Executive-Level Selling - Powered by Solution Selling®. This methodology and program gives sales people a proven way to engage in dialog with high- and mid-level executives, build a long-term relationship of value with the executive, and move towards the “trusted advisor” relationship.

Solution Selling for Channel Management™ Enables indirect sales channel managers to produce higher and more consistent sales results from partners they sell to, with or through to end-user customers.

Solution Selling for Call Centers™ Is a methodology and program that provides call center agents with highly effective sales scripts to help stimulate interest and improve conversion rates.

Custom Programs Our experienced consultants draw from an extensive library of proven best practices to quickly create an effective sales process that meets your specific requirements.

Public Workshops SPI offers convenient public workshops visit www.spisales.com.au for dates.

Relationship and Communication Skills Our Relationship Skills programs are designed to train your business developers, product and service specialists in sophisticated techniques of engagement, influence and persuasion. This will enable them to rapidly build trust and rapport with prospects and clients. In addition, it will make them much more effective at influencing clients and their decision making. No matter what your sales process is – transactional, complex, face to face or telephone, the Relationship programs are centered on the methods through which people relate and communicate to one another, how they make decisions and how they prefer to be influenced. These same relationship and communication skills are also the foundation for Sales Management Coaching Programs.

Presentation Skills Whether you are an experienced presenter or never presented, SPI ANZI offers a range of Presentations Skills programs which will provide you with the following outcomes:

Know how to develop ideas
Know how to plan and structure a presentation
Develop a more persuasive and impressive speaking style
Control your space and presence to get rapport and influence your audience
Use pace and structure more powerfully
Use language creatively to present a more powerful message
Deliver different styles of presentations for different audiences

For additional information on these services go to www.spisales.com.au

Retail Improvement Programs

6one5 provides a range of consulting services to complement internal retail resources.

Store Operations – Profit Improvement Powered by 6one5® Work with Retail Executives to understand their strategy and frustrations with execution of that strategy at the store level and develop change and training programs to close the gap

Retail Due Diligence Due diligence on retail groups on behalf of our clients who are looking to make the best retail investment decision.

Private Equity Consulting Model We work with family owned businesses and public companies who want to optimize shareholder value through aggressive retail expansion and optimizing current store performance.

Retail Location and Leasing We help our clients to identify, source and negotiate retail locations.

“Retail Ready”- Recruit-Train-Retain The biggest issue in retail is finding and retaining staff. Our model assist retailers to attract, source, train and retain staff through a career in retail.

Technology Review We help our clients to review, identify, source and negotiate retail information systems.

Mystery Shopper Find out how good your current sales and service levels are and measure the improvement as you implement 6one5® Retail Training Solutions.

Clienteling We assist our clients develop and implement clienteling strategies to optimize customer spend.

Rewards and Recognition Systems We assist clients to design and implement reward and recognition systems to improve

Retention (including Y Generation)
Conversion rates
Average transaction value
Up sell & cross sell

Training Services Retail training supports employee engagement, development and retention and directly links to improved store performance. Programs offered by 6one5® included: