HSG: Growing Sales and Saving Our Planet

Case study

Water conservation and washroom specialists HSG UK have been helping companies to better, cleaner and more cost-effective washrooms since 2007.

With a team of qualified in-house plumbers and a Queen’s Award-winning product, this family-run company based in Derby has a proud history of helping clients. Not only do they provide better washrooms than any like-for-like competitor, they also help companies save water, save CO2 and save money; it’s a remarkable combination. Whilst future success looked assured, Founder Simon Rice felt that it was time to turbo-charge their growth. He had assembled a dynamic senior management team to help him and the only gap remaining was a sales strategy and process delivered by a confident and skilled team. That was when they made a call to us.

THE TRUE SALES TRANSFORMATION PROGRAMME© – How we helped

With their range of outstanding washroom products, including the unique patented Ureco used by Tesco, Rolls Royce and the NEC, and their first-class service, HSG needed no help to deliver a remarkable customer experience every time. No other product in their marketplace has received the awards bestowed upon their Ureco – including the Queen’s Award for Innovation – and few companies can boast such a full trophy cabinet after a range of business awards in the last decade.

Remarkably, though, HSG had reached these high levels without a clearly executed sales strategy or process. With several senior technicians and directors happy to meet qualified clients, there was plenty of expertise to show prospective clients the benefits offered but there were far too many empty meeting slots in the diaries of this expert team.

Our work in the early weeks focused on getting the enthusiastic but inexperienced sales team ready for a much bigger campaign to drive sales. Once their knowledge, skills and habits were stronger, they started their outbound sales activity to increase the number of meetings booked. It took a bit of time – these things do! – but, as their call numbers increased and the call quality improved, the diaries started filling up. After only a few months working with us, HSG is starting to see increased revenue as well as a much stronger pipeline. In our work to date (5 months in), milestones include:

  • Sales Training Programme delivered to all staff and recorded for future staff
  • Activity levels, conversion rates and management of sales pipeline improved
  • Weekly coaching programme created, giving 1-2-1 support to each salesperson
  • Significant increase in sales performance and revenue

We continue to support the work of HSG and their fast-improving sales team. With the quality of their products and services, the expertise of their management team and the quality of their technical teams, it’s clear that their recent sales growth is just the beginning.

CLIENT TESTIMONIAL – What they said about our work

“From day 1, the professional attitude and positive vibe you brought lifted both the sales team and those around them. You gained respect quickly and developed excellent relationships with everyone whilst helping them to change behaviours – a tricky skill to do when you come in from the outside! The sales skills have improved hugely and we’re starting to see results in the sales revenue. I feel informed but not over-burdened with too much information or too many requests for help. A better team, less of my time taken with sales and an established sales process for future success; I’m delighted with your work so far and look forward to carrying on the growth with your help.”

Simon Rice, Founder & MD

Other Case Studies

No Results Found

The page you requested could not be found. Try refining your search, or use the navigation above to locate the post.

DeVono cresa
Howden insurance logo
Yopa
MODUS
Oktra
Morgan Spencer
area
Sales Training – Regular or Occasional?

Sales Training – Regular or Occasional?

If you’re thinking about providing additional support to your sales teams in the months ahead, you may be wondering which option is better, monthly training or occasional sessions? Here are my thoughts. Regular Sales Training Almost all evidence around behaviour...

Different Ways to Learn

Different Ways to Learn

I'm reading Start with Why, Simon Sinek's bestselling book. I'm enjoying it and getting lots out of it, yet I fundamentally disagree with its central premise. First, the basis of my disagreement; second, why I continue to read and find it fascinating. It doesn't...

Common Sales Mistakes – Number 3

Common Sales Mistakes – Number 3

In this series of blogs, I wanted to address 3 common sales mistakes. This blog – addressing the third mistake - is short, sharp and makes one simple point only. The sales mistake it highlights is so obvious you’ll think it hardly worth your time reading. Yet, this...

Making Changes to Behaviour

Making Changes to Behaviour

It’s my birthday tomorrow, something I used to let slide each year as it’s no big deal. Now, I make more of a fuss. Why? The birthday itself really doesn’t matter to me. But I’d noticed in the last few years that I didn’t see enough of my family and friends, the...

Sales Training & Favourite Teachers

Sales Training & Favourite Teachers

What was your favourite subject at school? English? History? Physics? Art? For most of us, our favourite subject was, at some stage, taught by our favourite teacher. They brought the subject alive for us. This could have been their teaching style, the fact that we...

Common Sales Mistakes – Number 2

Common Sales Mistakes – Number 2

In our most recent blog, I wrote about 2 pre-conditions for sales to be made and introduced you to the first one: ‘Need’. Whilst most people want to jump to tips and techniques to improve sales, it’s important to get the foundations right first. Today, I’d like to...

Common Sales Mistakes – Number 1

Common Sales Mistakes – Number 1

Sales is the most likely route to success in your business if you do it well. However, the first mistake I find with many companies is that sales itself is misunderstood. Over the next few weeks, I’m going to share with you the core elements required to make sales...

A Guide to Sales Training

A Guide to Sales Training

What is Sales Training? Sales is at the heart of success in every business. Quite simply, if you fail to sell your products and services, you go bust. No work for finance, HR, operations or customer service. Now, there are businesses who sell through their marketing...

“What is Sales?” Business Development Mistakes

“What is Sales?” Business Development Mistakes

One of the problems when any company considers how to increase sales is that we often misunderstand what sales is. A typical dictionary definition is: a transaction between two or more parties, typically a buyer and a seller, in which goods or services are exchanged...

Our Sales Programmes improve your profits by growing your sales, improving your margin and retaining your team.

Our 100% re-booking rate is proof of the results we achieve.

Whether using our Sales Training or our Sales Consultancy Services, you leave us with improved sales team performance and frameworks to sustain it over the long-term, all based on honesty, consistency and confidence.

For Sales Teams

Sales Training Programmes that inspire teams to change, then give them practical steps to improve their performance.

For Individuals

Proven training techniques offered directly to individuals looking to improve their sales success.

Sales Consultancy

Offering our expertise in sales strategy, processes and people to transform all aspects of your sales function.

Let's Start A conversation
Say Hello!

There's no point in waiting for things to improve on their own. Get in touch to discover more about the ways we can help you.

True Sales Academy Logo

Online Sales Training now available!