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?

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Build the sales pipeline and close more deals.
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Transform employee engagement.
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Shift the sales managers from managing to leading.

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

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Contact 40 prospects via phone or email.

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Take time out for headspace every day.

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Coach one of the team every day.

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Plan tomorrow’s tasks today

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Take 2 hours per week for personal development

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Sort my weekly schedule so I’m spending time on the right things.

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Do 70 touch points for sales every day.

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Takes 2 hours to work through lead forensics every week

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Call clients every day to ask how they are (non-specific to opportunities)

Goals Achieved

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They aimed to add £3 million to the business pipeline and achieved double that.

Star Star
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They made a staggering improvement to employee engagement.

Star Star
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They closed many more new deals.

Star Star
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They shifted the way sales managers were perceived in the business.

Star Star

Around

£6m

of potential new

deals added to the

pipetime

 

More than

350

leads added to

the pipetime

Employee engagement improved from -69 to

 +20