TelavoxAccelerating sales by changing conversations
Telavox had set out on an ambitious growth journey. With new leadership in place, it was clear that the organisation needed to change direction if they wanted to reach their ambitious growth targets.
Telavox is a Swedish SaaS company. They provide a unified communications platform and develop communication solutions using technology that is inventive, dependable and easy to use. Their mission is to create a world-leading Swedish IT company offering both world-class user experiences and seamlessly integrated mobile services.
Changing how we sell
Telavox’s aim was to increase top line. They wanted to do so by changing the leadership model and equipping the sales organisation with the knowledge and experience of selling based on customer value rather than product features.
To succeed, Telavox defined areas in their organisation where they wanted to see development. They wanted:
Telavox chose to work with Implement on their transformation journey. They were looking for something different than their previous experience of traditional consulting and chose us due to our collaborative and co-creative approach to the project as well as our cultural fit to Telavox as an organisation.
At the start of the project, Telavox had a very clear vision of a desired future state. Together, Implement and Telavox “challenged” the vision, co-created alternatives and aligned the way forward to make it happen. The project was then initiated by co-creating the solution and defining the project plan and sprints.
In a tight collaboration, we defined and implemented the project Way of selling, consisting of:
First, the commercial front line was trained in the new way of selling. After that, the next step was to make sure the new behaviours were reinforced in the long term: it was time to co-create a new way of leading the sales organisation.
We co-created a leadership model (Way of leading sales) consisting of:
All the way through the project, we took a collaborative/co-creative approach. If we had not done so, we would not have been able to reach an “optimal” solution and get acceptance of the solution throughout Telavox’s organisation.
The Way of selling project delivered great results. In one year, Telavox saw a 28% increase in new sales, a 100% increase in NPS, and employee satisfaction also increased by almost 100%. In addition, Telavox was awarded “commercial company of the year”.
Telavox conducts complex B2B sales. Here, many factors are coming into play, determining success or failure.
In this project, some of the crucial success factors were:
Instead of choosing a standard method from the market, we developed and labelled our specific way of selling. Way of working enabled the specific behavioural change that we were aiming for.
We started with a limited number of tools/frameworks that we knew had an effect and launched the Way of working in a 1.0 version. Then we opened up for continuous development, engaging with the sales team on what is needed next.
We engaged sales leaders in workshops to define and prioritise the processes, the supporting tools and practical examples to be included in Way of selling. Through a bootcamp, the leaders were prepared to introduce the concept to their team and start up the win room practice. We offered all the leaders on-site support.
The leaders were responsible for building the energy around the transformation, supported by top leadership communication, videos, success cases etc.
We wanted to accelerate the learning and the changed behaviour. Therefore, we limited the classroom training and focused on real-life cases and simulations. We developed our tools through sprints and iterated along the way.
The sales representatives were encouraged to use the new supporting tools in customer interactions as soon as possible and share learnings through the win rooms. We set up tangible targets for behavioural effects and business impact, which were measured already during the implementation.
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