Partner Article

Start-ups and Sales - tips and a chance to win £10k of free sales consultancy from Apprentice star, Neil Clough

I entered the Apprentice experience feeling confident that I could sell most things - my home, myself and the business plan I had created which essentially combined the two.

As a regional manager at Goals Soccer Centres, I knew that sales were the heart of every business and after consistently reaching sales targets and helping others do the same, I was confident I had what it took to become Lord Sugar’s business partner. As the process progressed, my ability to sell got recognised and I found myself as one of the favourites to win.

Ultimately, it was my belief in sales, and my ability to sell, that got me fired and hailed as the right man with the wrong plan. I was entirely committed to the concept of becoming the auto trader of the real estate world and was so confident in my ability to sell the concept that I wouldn’t budge on the plan that was fundamentally flawed.

Since I have left the apprentice, I have been presented with lots of opportunities to start businesses, to grow businesses and have even been asked to review lots of business plans. But I needed time to reflect, to question my skills and aspirations and understand where and how I could add most value to business and the world of business as a whole.

I have realised, that for many businesses, sales is a struggle and this is often, not because the founder or CEO is unable to sell but is more that when the emotions of building a business combine with the need to generate sales, elements of the process go wrong. In my experience, this is universal and whether it’s presenting effectively, closing the deal or overcoming objections, the proven processes that work when making sales, can easily become flawed.

Many entrepreneurs will not invest in sales training in the early stages of their business in an effort to save budget and reduce overheads. Sales, however, is in many ways a science and implementing the processes and systems to support it are essential in all stages of business, but particularly during launch and rapid growth. Sales is not simply being liked or even being able to generate some initial income.

Sales is a skill and to embed this skill into your organisation you will need a strategy, planning, systems, training, goals and measurements. You will need to learn the skills of sales and whilst many professionals make sales seem simple, there is a process that can ensure success. In my opinion, sales training is critical in every start up and the best way to safeguard your ability to become a sustainable business and grow as quickly as possible.

I have realised, that understanding, implementing and training others in that process is my true skill and it gave me great pleasure to launch NWC Consultancy at the beginning of this month. As an organisation, we have developed unique Strategy Finder tools that have captured the science of sales and help organisations look objectively at their position whilst finding unique and realistic ways to improve and progress. In addition to these free tools, we also offer sales training and consultancy for businesses that wish to establish, improve or innovate their sales functions.

The apprentice has given me a big break and helped me take the step into business with clarity, confidence and the overwhelming support of many people in the business community. As a way of saying thank you, and with view of giving another company the opportunities I received as a result of my apprentice experience, I have launched a competition in which any business in the North West with less than 10 employees that is under 3 years old can win £10,000 of sales consultancy with me over a 12 month period.

If you would like further details on how NWC Consultancy can help grow sales in your businesses or would like to enter the £10,000 competition please visit NWC Consultancy.

This was posted in Bdaily's Members' News section by Neil Clough .