Sourcing Performance Delivers

A leading performance and development organisation has been engaged to help develop Johnsons Apparelmaster’s national sales team. Sourcing Performance has worked with the team to develop its understanding of how best to manage buying organisations and the wider processes that they go through in order to award business. Terry Jones, Managing Director of Sourcing Performance, commented "Whilst helping to secure a deal, sales people frequently focus on a lead contact within an organisation and this is often a buyer. What many don't realise is that the decision-making process is much wider than the individual with whom they have contact. Often they will misunderstand who actually has the power to place the order, or the ability to influence such decisions. In many years of working with buyers to develop their capability and processes, Sourcing Performance has become incredibly well positioned to help sales organisations to understand the buying process. It is with the development of this understanding that sales teams can truly differentiate themselves, attaining new levels of performance and results. It is in this capacity that we have been able to give the team at Johnsons Apparelmaster the inside track on the buying process".

Terry's work with the organisation was so highly regarded that this year they invited him to become the keynote speaker at their annual conference. David Kinson, Training and Development Manager, stated "In my many years working in this area, I have never come across someone with Terry’s insight and sheer capability to move an organisation forward to hit its sales targets and much more. I was absolutely delighted to secure Terry to come and give both a motivational and insightful presentation and Q&A session to the entire team. It must be said that he went down incredibly well and the feedback we've had so far has been nothing short of amazing."

The conference, which took place in Preston, is highly regarded as a key point within the organisational development of Johnsons Apparelmaster. Terry Jones continued "It is genuinely an honour to be invited to attend the annual conference and to address all of the key personnel in one presentation. I am confident that we have helped the organisation to move forward significantly in terms of developing understanding of how their sales teams can influence buyers in making the key decisions that they need. I'm looking forward to continuing our work with the team and can only thank them for inviting me to be the keynote speaker this year; it was an absolute pleasure to be there on the day."

Sourcing Performance, which was established four years ago with fellow director Becky Sandford, has been working with a wide range of blue chip brands. The company was established predominantly to help buyers to develop unprecedented levels of insight. Recently, however, the company has expanded its role, turning its years of procurement knowledge into supportive development pathways for sales teams. The focus has been on helping sales teams to gain sales by establishing differentiated approaches to the management of buyers and their organisations. The outcome has had significant results for many clients and, of course, this can be evidenced with Johnsons Apparelmaster.