Industries
Understanding issues, trends, language and drivers for specific sectors
Some would say that selling is the same, whatever your industry. Others would say every industry is unique. We hold these positions in tension. Lessons from one industry can certainly be applied to another; but there are huge advantages to having a sector focus. SalesLevers manages this tension in a positive way. Our breadth of experience helps us see what is working where and bring you these insights. Our depth of experience means that we understand the issues, trends, language and drivers for specific sectors.
Banking
Banking
Two strands of experience combine to give our banking clients confidence in SalesLevers. Martin Allison brings years of hands-on experience as a successful senior leader in commercial, corporate and international banking. Richard Higham has designed and delivered sales and relationship management programmes for major banks in the UK and 40 other countries.
Key issues:
- Winning business in a “sales-averse” culture
- Risk, compliance and sales
- Product selling and relationship management
- Traditional and emerging banking models
Insurance
The SalesLevers teams have worked with insurance clients for over 25 years. Clients have included both life and non-life covering global insurers, niche providers, leading risk managers, regional brokers and specialist professionals. Projects have focussed on new client acquisition, “new from existing”, distribution management and strategic account management.
Key issues:
- Winning and growing business in a hard market
- Managing relationship cycles
- Winning business in a “sales-averse” culture
- Winning “new from existing” business without “cross-selling”
Professional Services
Selling does not always sit easily in a professional services context. There is a challenge to sacrifice billable hours for BD. There is a lingering feeling that good professional services should somehow sell themselves. The SalesLevers team has extensive hands-on experience of leading sales in professional services as well as programmes with firms ranging from Big4 accountants, through actuaries to real estate. We appreciate the idiosyncrasies of selling professional services and have strong track record of making a difference in this demanding sector.
Key issues:
- Winning business in a “sales-averse” culture
- Managing tension with billable hours
- Understanding it does not mean doing it
- Feast and Famine
Building Materials & Services
The building materials sector faces particular challenges and the SalesLevers team has been working with manufacturers and distributors for many years. Our programmes have ranged from customer research (NPS), sales compensation and pricing to sales and key account management skills. We have worked with clients in civil engineering materials, heating appliances, plant hire, timber and speciality products.
Key issues:
- Cyclical business trends
- Pricing and allocation
- Coverage
- Sales & Distribution
Food & Drink
The food and drink sector is both a fascinating and distinctive sector. Selling and account management blend with sophisticated marketing and data management. Relationships need to be managed at the highest level but also at individual store level. SalesLevers work with food manufacturers, distributors and service providers has equipped us to design and deliver relevant and effective programmes to boost volumes and value.
Key issues:
- Category management
- Sell-in/ Sell-out
- Multi-level selling
- Product launches
Technology
This rapidly-changing, wide-ranging sector can add huge value for clients and investors alike. The SalesLevers team has worked effectively across the sector from SAAS to managed services. Projects have varied from new client acquisition to key account management. There has been a particular emphasis on selling in hybrid world.
Key issues:
- Complex, changing decision making
- Move from technical to value selling
- Ride the wave or outperform the market?
- Scaling
Manufacturing
The Saleslevers team has worked on projects for global manufacturers and niche players in sectors that include textiles, engineering, sports equipment, appliances, coatings and heavy equipment. The tensions between long-term planning and responding to customer needs in a volatile, uncertain, complex and ambiguous (VUCA) world places significant pressure on salespeople and their leaders. Adapting the ways of selling in this changing world will give significant competitive advantage and sustainable success.
Key issues:
- Moving from technical product-push to strategic selling
- Market share or margin?
- International key account management and supply-chain
- ESG as a added-value sell
Distribution
More of a channel than a sector the distribution industry presents demanding challenges and rich opportunities. Our work has covered products as varied as car parts and ice cream, roofing materials and pet food. Projects have included customer research, sales compensation and key account development. We have worked with both manufacturers selling through distribution and the distributors themselves.
Key issues:
- Sell-in/Sell-out
- Coverage
- Category management
- Channel management
SFG exists because we believe good selling does good – good for the customer, good for the company and its stakeholders, and good for the individual salesperson. Good selling means two things: selling with integrity and selling with professionalism. In a business world that is changing rapidly and radically the strategies, processes and skills that have served in the past need to change to deliver winning results in the future.
