Baker Tilly
“You have set off the process of developing a sales engine that got us to a completely different mindset."
Nicholas Fielding, Owner and Director at Baker Tilly Poland
Business Challenge
The Company’s most critical issue was the need to improve sales results to increase profitability and meet growth targets.
Reasons
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the company’s senior management came from small professional businesses and had grown with the firm, they traditionally acquired new clients mainly by referrals through their professional network;
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there was no professional sales function nor dedicated team for acquisition of new business; and
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a dedicated caller organised meetings but company’s experts were not able to convert them to new business.
Needs and Solution
Mr. Nicholas Fielding, Owner and Director, said that Baker Tilly Poland would succeed if:
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dedicated salespeople could sell additional services using an effective sales process to sell what customers really need;
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the sales team could sell more effectively and efficiently using professional skills and tools; and
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the company could set clear, measurable goals and manage its salespeople effectively so that they could achieve their goals.
Atol proposed a comprehensive, results-oriented solution, which consisted of a series of guided workshops, business consulting sessions to establish sales strategies that work, and a set of customized tools to implement the system, complemented by a range of activities for a thorough and successful implementation in practice.
Results
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a dedicated sales team has been established that has efficient working tools to help them achieve improved results from sales activities;
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when approaching prospects they know how to obtain the right information to enable them to sell additional services; and
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sales managers are able to monitor and control the activities of the entire sales team as well as forecast sales results.
About the Company
Baker Tilly Poland is a leading professional firm offering services in accounting, audit, and business/tax advisory. As independent members of Baker Tilly International, they are committed to providing the best service to their clients in Poland and beyond, using their knowledge and experience and the global resources of Baker Tilly International.