How an Air Traffic Controller Transitioned to Sales

After 12 years as an air traffic controller, I was looking at alternative fields

Training That Really Works

Clients and prospective clients sometimes see us as “naysayers” when it come

What We Do

Our work is entirely focused on sales channels including telephone, face-to-face, inside sales and third party channels, the sales function and as well, the interface between sales and marketing.
Our approach extends from fast and targeted value unlocking interventions through to significant transformational engagements focused on organisation, sales systems and process and sales and sales management execution.

In assisting organisation’s to build their own world class sales engine, we ensure there is requisite attention to the achievement of both optimal sales efficiency and effectiveness throughout the sales process and across the go-to-market model.

Our sales function capabilities include:

  • Go-to-Market Plan Development
  • Channel Strategy Development
  • Sales Process Design and Implementation
  • Key Account Management
  • Territory Optimisation
  • Sales (Skills and Strategy) Execution
  • Sales Management and Leadership
  • Sales Organisation Structure
  • Sales Competency Model Development
  • Sales Capability Assessment and Benchmarking
  • Salesperson Selection and Induction

“Sales Process clearly has an important role to play as a means of value creation for customers. Good Sales Process also creates value for the sales organisation………good process is a powerful way to attack the rock-star problem. A fundamental strength of a well-designed Sales Process is that it enables ordinary mortals to do work that was once the sole province of the rock stars. …..Perhaps the most tangible benefit of a process approach for organisations, especially those whose sale is consultative, is that process shifts the value from the individual to the institution.”

From: Rethinking the Sales Force (1998)- Neil Rackham and John De Vincentis