Gleaned from the understandings drawn from the survival principles of the hunter-gatherers around the world, Iain Johnston Consulting provides a unique strategic and relationship management approach to business strategy which is centred around a sales activity management framework, methodology and sales management disciplines.

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The Sales Formula

Business decisions should and in most cases do, stem from the information, good or bad, that is contained in the company’s financial statements. The same cannot be said for the businesses sales information, due principally to the fact that sales information is historically captured, is subjective in its content and is seldom based on a sales and business strategic framework. The net result is ineffective measurement against the sales strategy, resulting in poor management and therefore no improvement.

So how do we measure sales activity?

Firstly: we evaluate the present status of the businesses sales results against our sales strategy “Baobab sales formula” developed using the Bluprints technology and methodology. This formula is structured as a mathematical equation showing top line and bottom line activities, interventions and structures you need to either do more of in the case of top line, and less of in the case of bottom line in order to achieve sales effectiveness.

This equation was developed using:

  • Our CAPS sales structure and framework which is based on the five sales challenges all business face.
  • The 6 P interventions of productivity, performance, Prioritise, product, place and Pipeline
  • The Baobab 12 principles of Searching FOR Customers™ namely:
    • 1ST PRINCIPLE: The basic needs of a customer.
    • 2ND PRINCIPLE: The law of cause and effect:
    • 3TH PRINCIPLE: The effort in the first 15% = 85% of the outcomes
    • 4RD PRINCIPLE: The 1% rule
    • 5TH PRINCIPLE: Thoughts become things.
    • 6TH PRINCIPLE: The function and goal of your business.
    • 7TH PRINCIPLE: The laws of survival in obtaining customers
    • 8TH PRINCIPLE: sales ‘tracking’ the art to obtaining customers
    • 9TH PRINCIPLE: Consistency – Doing the small things extraordinarily well, all the time.
    • 10TH PRINCIPLE: Put the relationship before your products and services.
    • 11TH PRINCIPLE: Customers can’t listen until they have been heard
    • 12TH PRINCIPLE: manage customers expectations

Secondly: Implementing our unique i-snapshot sales activity measurement tool