Central Technology is a Chesterfield-based managed services provider, offering a range of in-house IT and Communications solutions to meet the needs of small to medium-sized businesses regionally and nationally. They also have their own data centre infrastructure, which enables them to provide clients with broadband, cloud, voice, data and telephony services.
Richard Thompson, founder and Sales Director of Central Technology says that they aim to be the key provider for IT solutions in the Midlands area. “We have been growing quite quickly over the last three years, gaining new clients, whilst keeping a high retention rate on our current clients. We see the business growing a lot within the cloud infrastructure area.”
Conquering the cloud
The fast growth of cloud services has also been one of their biggest business challenges says Richard Thompson, “Cloud is really starting to gain traction, mainly driven by the consumer market and people using cloud products every day.” Because of this, they’ve had to review their sales model and technical training.
Sales expertise required
Formerly an engineer, Richard Thompson has taken on the sales and account management role at Central Technology. However, because he had no formal sales training, they were keen to bring experts on board to help them look at their sales processes, how they manage the sales team, and the jobs they do. They reviewed a number of providers before appointing Transmentum.
Spend time on the business
Richard says his expectations were quite low because they had similar support in the past, which had not really worked out. “It has been completely different from what I expected. It has been a massive change. I spend a lot more of my time on the business as opposed to in the business. How the sales environment runs now is completely different. It is a lot more organised and structured.”
“Straight off, from the first session: the expertise they (Transmentum) applied, their ideas, the processes, how we attach values to things, and the processes that should happen within the team. They really challenged how we do things. It has just been fantastic.”
One of the biggest issues it has helped them to address is how they manage and motivate the sales team, how they educate the team about sales processes, and how they manage their time. “Ultimately, Transmentum helps our business to grow and achieve more sales. Without identifying the weak points in our sales process, we wouldn’t have won as many opportunities as we have over the last twelve months.”
Bespoke training and support
Besides regular telephone and email support, the Transmentum consultants set aside a day a month to meet with Richard to discuss a variety of agenda items and to provide the sales team with bespoke training, covering topics such as account management, qualifying opportunities.