Leader Forum : Sales Planning & Sales Management

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Date(s) - 22/05/2019
12:30 pm - 2:30 pm


“Perfect Planning Prevents Poor Performance”

There’s often another P in there, but we’ll leave it to your imagination to fit that in…


Most Business Owners and Directors recognise the truth in this principle, but struggle to apply it successfully in some areas of their business – most particularly in Sales. There is often the false assumption that as a business you can’t control your customers’ behaviour, and so any attempt to forecast, plan or budget sales is doomed to fail from the outset. So rather than fail, let’s not bother at all!

In this Leader Forum workshop, we explore what is under your control, and how you can approach sales planning in such a way that it drives success and growth, rather than leaving it up to chance.

Level Up Leader Forum combines a seminar of around one hour with a working lunch and round table discussion on a relevant subject to owners and leaders of independent businesses employing 15 – 50+ staff.

This Leader Forum event will be led by Graeme Crosbie, MD and Owner of Level Up.

At least 30% of all Leader Forum event fees are donated to The Somerset Fund.



Bookings are closed for this event.


I was introduced to Level Up through a local business networking group about 18 months ago.  Transitioning from an HR career to Executive Search in 1997, I set up my own partnership over five years ago.  Although loving what I do, I couldn’t help feeling that we needed a bit of a refresh and have more focus on why our offering was different in a very crowded marketplace.

As an HR professional by background, I have met many business coaches; some better than others.  Although admittedly a little sceptical, I met Graeme Crosbie for coffee and soon felt that he ‘got me’ and understood why I was at a crossroads. We talked about how we might work together and what his kick start programme could offer. 

Having spent my whole career In the corporate world, I found I missed having a variety of people to brainstorm with.  Graeme has proved to be a strong business mentor.  The fact he also had a corporate background and had not worked with any other search firms proved to be a real asset.  He challenged my thinking and assumptions; we went back to basics and talked extensively about business and personal goals and how these could be achieved within realistic timelines.  

The kickstart programme was extremely useful.  For the first time in years, I found I actually dedicated quality time to thinking about what it was I wanted Theron to be.  We focused on what actually made us different; I stopped apologising for being a “small boutique” but learnt to embrace the good things about offering a bespoke, personal service to a few quality clients.  Of course I already knew the theory, but having to articulate USP’s and strategy to someone else makes it more ‘real’ and something you do as opposed to just having good intentions and never getting round to it because work takes over.  

Apart from growing revenue, we have had many successes including the redesign and relaunch of the website with genuine USP’s; extending our client base; recruiting a new Partner and maintaining focus and momentum.  

We are now on an Ontrack programme; meetings are less frequent, but they prove a useful medium for staying focused and doing the things I committed to do.  Some things continue to stay at the bottom of the pile, but I’m not sure that will ever change.  

Some of my network did not understand why I needed to see a business coach, especially with my background.  I have found it incredibly refreshing, not least because Graeme has helped me to look at things differently and has help me to add real value to my business.  I would absolutely have no hesitation in recommend him to other business professionals but only on the basis you want to take a cold hard look at yourself and realise that growth and change will only happen if you want it to.  Graeme can help, challenge and give an alternative perspective, but it’s down to you to do it.  

Fiona Makowski Managing Partner, Theron LLP March 18, 2018