"Our investment in the Sales Process Review paid immediate dividends and provided the foundations for a relationship that has transformed our business." - Kevin Beales MD, The Test Factory

Background

The Test Factory provide bespoke online assessment and certification solutions to blue-chip clients such as Microsoft, Vodafone, HSBC and the BBC.  Their blend of technology and assessment expertise enables clients to make informed decisions based on accurate business intelligence.  Headquartered in the North-East of England, The Test Factory create and deliver global assessment solutions and have users accessing their technology in more than 155 countries around the world.  

The Challenge

Back in 2009 the company was enjoying growth and success but the Management Team knew this could be much more dramatic.  They wanted to accelerate and maximise the opportunity the business had created.

Understanding the business

durhamlane (previously Engleby Associates) were contracted to undertake a Sales Process Review.  This work uncovered a number of areas within the business where fundamental change was required.  A series of short, medium and longer-term recommendations were provided, all designed to encourage new ways of working and increased sales success.  The recommendations provided the Management Team with a clear way forward via an easily actionable check-list and demonstrated to the rest of the team how rapid success could be achieved.  Building positivity and momentum.

Refining processes and Selling at a Higher Level

Following this review, the Management Team took the decision to invest in the skills of their sales staff.    Whilst many organisations struggle along by doing more of the same with little effect, The Test Factory reviewed its sales approach, its target market, the positioning of its product and the skills of its people.   The outcome was the design and implementation of a comprehensive sales coaching and mentoring programme that focused on transitioning the team from selling product to positioning solutions.

Over the course of a six month period, each member of the sales team was coached to re-evaluate their approach to sales.  New methods of prospecting, relationship building, qualifying, negotiating and account management were implemented and successfully embedded into the business.  

Following this transition The Test Factory have continually looked at ways to improve the way they sell and deliver first class service to their customers.  Our involvement with The Test Factory continues to this day with durhamlane providing an Interim Sales Director resource to help manage and refine the strategy and continued growth.  We take part in all 2nd round interviews for new sales staff, take ownership for sales planning with the CEO and have a seat at monthly sales and management meetings.

Results

Since engaging with durhamlane The Test Factory has grown exponentially and has become a truly global business with increased average client values of over 400%.  Having established a strong niche and clear USP’s, the company interacts with its prospects and customers in a totally different way and is recognised as an innovative leader in the assessment industry.  The Test Factory are a solution provider, focused on solving their client’s problems with targeted solutions that rapidly deliver a solid return on investment.  They are working at higher levels within blue-chip organisations and are making a bigger impact than they thought possible back in 2009.

Managing Director, Kevin Beales says:

"We were encouraged by our success but felt the opportunity was much larger - everyone was excited and impressed by our software but our sales close ratio was low.

Richard's involvement changed all this. His advice, expertise, recommendations and coaching have transitioned the entire business from a software vendor to a business partner, solving business challenges and adding real value to clients.

This has helped us dramatically increase our new business sales ratio but more importantly provided higher value business solutions and relationships that have grown globally with some of the worlds’ largest businesses.”