QAS uses Gazing to speak the Language of Success (page 3)

Nick also bears witness to John’s and Stuart’s requirement that the sales training could help provide a consistent language that could be used by all team members. He said, “The one-page maps provide a great discipline and have proved vital in situations such as account handovers or where large teams are involved. We literally are, all on the same page”.

For Mark Hollyhead, two years into his current role as a Regional Sales Manager, Gazing’s maps mean not only a common language for both new starters and the more experienced members of his team, but it also helps ‘depersonalise problems’. He said “I can provide feedback to my team that provides absolute clarity and yet takes all the emotion out of the situation. I can help them to better understand what they can influence and what they can’t and I can help them in a strictly unambiguous way to better understand ‘where they are’ with their current sales opportunities. This has helped not just my team but the whole department to work more closely together”.

Neither John nor Stuart will be drawn on the exact impact that Gazing has had on helping them develop a multi-million pound sales pipeline in the UK, as John points to the many factors that go to make up a successful sale. However, they are both happy to acknowledge that Gazing has helped the teams to increase both the average order value and the number of orders generated by the teams

John is also happy to acknowledge the deepening relationship that they have with Gazing – now in its third year – and the fact that its usage of maps is ‘bleeding out’ to other areas. John said, “Our marketing department is now using ‘message maps’ and there is a greater emphasis in marketing around concepts such as ‘drivers’. In this respect, we’re using the same language between sales and marketing which in itself is enormously useful”.

So, a common language used between all the sales force and with other departments. Sales team members with employment track records stretching into years, not just months. And salesmen that seek to understand where the client is. QAS certainly defies the stereotyp!