Perfect Image boost sales and transform engagement
Perfect Image is an IT managed services and Data Analytics provider. They support digital transformation and business efficiency programmes. The challenges they face include the need to grow – building pipeline and closing more deals – in a very crowded and competitive marketplace. They wanted to make a significant improvement in employee engagement as they came out of the pandemic and build a coaching culture.
What were the company’s BIG goals?
Solution provided
Black Isle Group rolled out everyday actions and Nudge technology into the sales team at Perfect Image at the end of 2021. We helped them run a 13- week sprint before and after the Christmas period. We worked closely on helping individuals choose the right nudges. Black Isle coached key members of the group and helped them put in place a system of peer coaching so that everyone had someone to help and challenge them. We kept the sales managers focussed as they worked together to hit their big goals – to sell more, engage better and grow more leaders. We were also able to provide valuable real time reporting back to the leaders in the business.
Everyday actions taken
Contact 40 prospects via phone or email.
Take time out for headspace every day.
Coach one of the team every day.
Plan tomorrow’s tasks today
Take 2 hours per week for personal development
Sort my weekly schedule so I’m spending time on the right things.
Do 70 touch points for sales every day.
Takes 2 hours to work through lead forensics every week
Call clients every day to ask how they are (non-specific to opportunities)
Goals Achieved
They aimed to add £3 million to the business pipeline and achieved double that.
They made a staggering improvement to employee engagement.
They closed many more new deals.
They shifted the way sales managers were perceived in the business.
Around
£6m
of potential new
deals added to the
pipeline
More than
350
leads added to
the pipeline
Employee engagement improved from -69 to
+20
“The focus on everyday actions and the constant prodding of the Nudge technology transformed our performance as a sales team. The peer coaching was also hugely valuable in helping us work together while the reporting suite gave me powerful data which was gold dust in team leadership. Perhaps most of all we saw this incredible positive shift in employee engagement.”
Sales and Marketing Director
