Summary

To drive significant growth, Sales Director Stephen Baker sought to modernize sales management practices, optimize team performance, and double company turnover to £20M within three years.

Challenge

Achieving this ambitious target required:

• Enhanced sales pipeline visibility for better forecasting and control.
• Stronger internal support structures to free up sales teams for client engagement.

Improved prospecting and communication skills to maximize opportunities.

Solution

Peter partnered with Stephen to implement a structured sales process, improving pipeline control and forecast accuracy. Internal sales support was streamlined, allowing the team to focus on customer interactions. Through workshops and one-on-one coaching, the team adopted modern prospecting techniques and refined their client communication skills.

Impact

Sales surged from £11.2M to £14.3M within a year, reaching £19M by March 2016—a 70% increase in 24 months. This positioned Solus Ceramics to exceed its original growth target, reinforcing its industry leadership.

Testimonials

“It’s been a great experience working together with Peter. We now have a professional sales process in place, giving me the confidence and understanding to manage the sales team to produce consistently high results. His approach is practical and his enthusiasm and support of the team has resulted in them achieving a 70% increase in sales, which is an excellent result. One member of the team was completely new to field sales, and I’m delighted she achieved over £500k in her first year with Peter’s help and support.”
Stephen Baker – Sales Director – Solus Ceramics