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2019 Conversion Plus Gallery
2019 saw the success of our second Conversion Plus, Sales Summit for the meetings and events industry. 100 attendees learned ways to improve their sales skills, create strategies and target new opportunities. Here's a snapshot of the day!
C A S E S T U D Y
SongDivision
SongDivison engaged Conversion Management to increase revenue. This was achieved by completing the Conversion Blueprint.
Why
With a competitive and growing market globally, and their sales results not reflecting this growth, the CEO at SongDivision knew his sales team needed further support to achieve their budgets.
Furthermore, it was evident that the sales team’s daily activities needed more structure, data management and overall accountability, which were also affecting these results.
With such a busy schedule, overseeing a global team, this impacted the CEO’s ability to focus on this area.
How
Conversion Management was very mindful and respectful in the approach into the SongDivision business, given there were many staff that had been in their roles for a number of years.
Firstly, they took the time to deeply understand their business – a discovery process that included interviewing each team member, reviewing existing processes and past performance. Conversion Management’s objective was to to clearly understand the purpose and vision of the company, along with the passions and challenges of the individuals, before devising a plan to bring the best sales performance out of each person and the company as a whole.
The next step was establishing clear, achievable targets, and a weekly framework of reports and meetings to make sure that the necessary steps were being taken to achieve these goals.
Conversion Management would adjust tactics based on new learnings or changing conditions, and dive deeper into strategy as time progressed. But always at the core was the fundamental principles of setting clear goals and holding people accountable.
Outcome
The Team
Every member of the sales team’s performance has improved since Conversion Management were appointed. There were some challenges as change is never the easiest thing, but the entire team has embraced the new processes and accountability.
Processes
Each element of the sales process, from day to day activities, reporting, budgeting and high-level strategy, have been clarified, communicated clearly, adhered to, and the team are producing impressive results.
Systems
Conversion Management has streamlined how they use the system so that the team live and breathe it every day, keeping them focused on what exactly needs to be done to achieve their goals.
Sales Targets
Since engaging with Conversion Management, over the past 12 months SongDivision have seen a 44% increase in total revenue, making them one of the world’s most sought-after and respected entertainment agencies.
Andy Sharpe, CEO and Founder of SongDivision explains;
“They really care and do what they say they’re going to do! I’ve worked with consultants over the years, and they never had the commitment, passion, and dogged determination that Conversion Management have. Sounds cliché, but they’re part of the team”
With a competitive and growing market globally, and their sales results not reflecting this growth, the CEO at SongDivision knew his sales team needed further support to achieve their budgets.
Furthermore, it was evident that the sales team’s daily activities needed more structure, data management and overall accountability, which were also affecting these results.
With such a busy schedule, overseeing a global team, this impacted the CEO’s ability to focus on this area.
How
Conversion Management was very mindful and respectful in the approach into the SongDivision business, given there were many staff that had been in their roles for a number of years.
Firstly, they took the time to deeply understand their business – a discovery process that included interviewing each team member, reviewing existing processes and past performance. Conversion Management’s objective was to to clearly understand the purpose and vision of the company, along with the passions and challenges of the individuals, before devising a plan to bring the best sales performance out of each person and the company as a whole.
The next step was establishing clear, achievable targets, and a weekly framework of reports and meetings to make sure that the necessary steps were being taken to achieve these goals.
Conversion Management would adjust tactics based on new learnings or changing conditions, and dive deeper into strategy as time progressed. But always at the core was the fundamental principles of setting clear goals and holding people accountable.
Outcome
The Team
Every member of the sales team’s performance has improved since Conversion Management were appointed. There were some challenges as change is never the easiest thing, but the entire team has embraced the new processes and accountability.
Processes
Each element of the sales process, from day to day activities, reporting, budgeting and high-level strategy, have been clarified, communicated clearly, adhered to, and the team are producing impressive results.
Systems
Conversion Management has streamlined how they use the system so that the team live and breathe it every day, keeping them focused on what exactly needs to be done to achieve their goals.
Sales Targets
Since engaging with Conversion Management, over the past 12 months SongDivision have seen a 44% increase in total revenue, making them one of the world’s most sought-after and respected entertainment agencies.
Andy Sharpe, CEO and Founder of SongDivision explains;
“They really care and do what they say they’re going to do! I’ve worked with consultants over the years, and they never had the commitment, passion, and dogged determination that Conversion Management have. Sounds cliché, but they’re part of the team”
Sofitel Melbourne on Collins
Sofitel Melbourne on Collins engaged Conversion Management to improve event sales through process development and sales training.
Why
Sofitel had a relatively new and young team up against a very strong competitive market. From our assessment their weakness was Processes and Sales Skills - two imperative aspects to rival the competition.
“A couple of my team were exposed to Nicole at a MEA PD and came back into the office with very positive comments about her approach, delivery and content... Nicole is an industry stalwart and I have the utmost respect for her.” - Sharon Bretz, Director of Conference and Events, Sofitel Melbourne On Collins
How
Whilst developing rapport, Nicole assessed the strengths and weaknesses of the team.
After reviewing the current sales processes and skill sets, a Conversion Blueprint was developed and implemented with proven sales processes and sales training.
This tangible proven sales process and sales training fosters a highly competitive salesforce. Harbouring the business's bigger picture of increasing hotel sales.
With accountability and procedures designed to keep the sales team on track, this is a short and long-term investment for the Sofitel.
“Nicole met with me and then each team member individually to gauge where the shortfalls were and then tailored a two day training course to assist in meeting the needs of the individual as well as the department in moving forward.” - Sharon Bretz, Sofitel Melbourne On Collins
Outcome
Results were delivered. Financially, a significant increase in actual revenues since Conversion Management's engagement in 2016. Including record revenue months in both 2016 and 2017. This year they are forecasting to do the third best revenue result since 2010.
“The team were more confident in their sales delivery... in the forefront of their minds (is) upselling and they were more proactive in their approach to conversion of business.” - Sharon Bretz, Sofitel Melbourne On Collins
Sofitel had a relatively new and young team up against a very strong competitive market. From our assessment their weakness was Processes and Sales Skills - two imperative aspects to rival the competition.
“A couple of my team were exposed to Nicole at a MEA PD and came back into the office with very positive comments about her approach, delivery and content... Nicole is an industry stalwart and I have the utmost respect for her.” - Sharon Bretz, Director of Conference and Events, Sofitel Melbourne On Collins
How
Whilst developing rapport, Nicole assessed the strengths and weaknesses of the team.
After reviewing the current sales processes and skill sets, a Conversion Blueprint was developed and implemented with proven sales processes and sales training.
This tangible proven sales process and sales training fosters a highly competitive salesforce. Harbouring the business's bigger picture of increasing hotel sales.
With accountability and procedures designed to keep the sales team on track, this is a short and long-term investment for the Sofitel.
“Nicole met with me and then each team member individually to gauge where the shortfalls were and then tailored a two day training course to assist in meeting the needs of the individual as well as the department in moving forward.” - Sharon Bretz, Sofitel Melbourne On Collins
Outcome
Results were delivered. Financially, a significant increase in actual revenues since Conversion Management's engagement in 2016. Including record revenue months in both 2016 and 2017. This year they are forecasting to do the third best revenue result since 2010.
“The team were more confident in their sales delivery... in the forefront of their minds (is) upselling and they were more proactive in their approach to conversion of business.” - Sharon Bretz, Sofitel Melbourne On Collins
B O O K F A C I L I T A T I O N
Introduction to Sales Workshop
A$0.00
DURATION Full day 830am-5pm
All prices are exclusive of GST.
If you require an invoice prior to payment please do not order here and contact Lisa Hogan at admin@conversionmanagement.com.au for options.
Streamlining Your Process for Sales Growth Workshop
A$0.00
DURATION 830am-1230pm
All prices are exclusive of GST.
If you require an invoice prior to payment please do not order here and contact Lisa Hogan at admin@conversionmanagement.com.au for options.
Where Are Those Clients Hiding Workshop
A$0.00
DURATION Full day 830am-5pm
WHERE Workshops are held in central locations of Melbourne, Sydney & Brisbane
WHEN Ensure you are signed up to our mailing list to release notifications
All prices are exclusive of GST.
If you require an invoice prior to payment please do not order here and contact Lisa Hogan at admin@conversionmanagement.com.au for options.
In-house Sales Training & Facilitation | 5-10 people
A$3,995.00
WHERE In-house
DURATION Full Day 830am-5pm
DATES We will be in contact to organise the next best suitable date to deliver your facilitation
All prices are exclusive of GST.
If you require an invoice prior to payment please contact our office on 03 9088 8048 for options.
In-house Sales Training & Facilitation | 10-15 people
A$4,995.00
WHERE In-house
DURATION Full Day 830am-5pm
DATES We will be in contact to organise the next best suitable date to deliver your facilitation
All prices are exclusive of GST.
If you require an invoice prior to payment please contact our office on 03 9088 8048for options.
Conversion Plus 2019
A$699.00
TICKETS & INCLUSIONS
Get that next $50k event over the line for an investment of $699 + gst.
Price: $699 + GST
Venue: The Glasshouse
Olympic Park, Olympic Blvd, Melbourne VIC 3001
Date: Wednesday 28 August 2019
Time: 8.00am- 5.30pm (followed by networking drinks)
- Full-day program of keynote presentations. Our incredible line-up of speakers will enhance your knowledge and take your sales team to the next level
- Morning tea, lunch and afternoon tea
- Access to the industry activation lounge where you can network with industry colleagues
- Post-summit drinks where you can unwind and reflect on the day’s discussions
Join us for a jam-packed day and walk away with new strategies and a fresh outlook.
All prices are exclusive of GST.
If you require an invoice prior to payment please do not order here and contact Lisa Hogan at admin@conversionmanagement.com.au for options.