Conversion Rates
The first area they tackled was increasing revenues by working on the sales
process. Jim was feeling really negative about this “Before coaching our
conversion rate was abysmal. We didn’t want to do quotes because we didn’t win
them.” So they mapped out every step of the process and worked on all elements
of it. The quotes were changed to highlight the quality materials and service they
gave as standard and importantly they were followed up effectively. The results
came quickly “Our conversions are now at 75% which is a huge difference and the
simple fact that we track it now makes you want to improve it.”
Implementing Systems
Jim has also found that by implementing more efficient systems he has more time
to drive the business forwards and look after his team. This has involved a
number of changes especially on developing Jim personally. For example he has
really taken on board the ActionCOACH concept of being ‘above and below the
line’. “I was guilty of blaming others and I’ve changed that. Everyone has noticed
and they know they can depend on me, I stick to my promises.” He has passed
these concepts onto everyone in the business and introduced a ‘courtesy system’
that lays out how everyone needs to treat each other. The effects have been clear
“My team is much happier and I think I’ve become a better person. It feels
brilliant!”
