Driving Business Growth and Building a New Sales Team
How we helped the CEO of Trade Nation, Stuart Lane
Who are Trade Nation?
Trade Nation is retail forex and CFD provider with headquarters in London. They have been in business since 2014 and have been growing their business significantly over the last few years. They have offices in London, Sydney, Malaysia and South Africa and are regulated by the FCA, ASIC and by the Securities Commission of the Bahamas.
Driving Business Growth and Building a New Sales Team For
How we helped the CEO of Trade Nation, Stuart Lane
Trade Nation is retail forex and CFD provider with headquarters in London. They have been in business since 2014 and have been growing their business significantly over the last few years. They have offices in London, Sydney, Malaysia and South Africa and are regulated by the FCA, ASIC and by the Securities Commission of the Bahamas.
The Problem Trade Nation Had
The business had been growing but wanted to extend the growth further. New partnerships were being built and a significant number of new leads were coming into the business monthly. Trade Nation were keen to convert more of these opportunities into customers. Many other organisations through their old school methods had given the trading industry a chequered reputation in the past for selling to new customers and Trade Nation’s CEO Stuart Lane wanted to operate in a very different way.
Stuart wanted to look after new potential customers and ensure even if other companies didn’t operate with good practices, Trade Nation would do what was right for the client and not just what was right for them. He wanted to deal head on with the challenge of achieving sales success and driving growth within a highly regulated marketplace.
Stuart wanted to bring in a team and grow the numbers but ensuring the team would have the training, mentoring and support to become consistently successful in holding sales conversations in the right way was key. Doing business the right way was critical for Stuart and the business. His and the companies reputation depended on it.
The Problem Trade Nation Had
The business had been growing but wanted to extend the growth further. New partnerships were being built and a significant number of new leads were coming into the business monthly. Trade Nation were keen to convert more of these opportunities into customers. Many other organisations through their old school methods had given the trading industry a chequered reputation in the past for selling to new customers and Trade Nation’s CEO Stuart Lane wanted to operate in a very different way.
Stuart wanted to look after new potential customers and ensure even if other companies didn’t operate with good practices, Trade Nation would do what was right for the client and not just what was right for them. He wanted to deal head on with the challenge of achieving sales success and driving growth within a highly regulated marketplace.
Stuart wanted to bring in a team and grow the numbers but ensuring the team would have the training, mentoring and support to become consistently successful in holding sales conversations in the right way was key. Doing business the right way was critical for Stuart and the business. His and the companies reputation depended on it.
Meeting James White and The SBSA
After being introduced to a few different people, Trade Nation was introduced to James White and The SBSA through somebody who worked who had already worked with him and recommended his approach. James and his team quickly got to understand the people and culture of the business and built up a rapport with senior people who loved their insights, drive and energy.
“James made the conversations we had all about Trade Nation and the people and culture of the business. He understood what we were trying to achieve and this made me as a CEO feel very comfortable. We knew very quickly that James and his team were the right people to work with” commented Stuart.
This was a few years ago and the 2 companies have worked together since that time.
Meeting James White and The SBSA
After being introduced to a few different people, Trade Nation was introduced to James White and The SBSA through somebody who worked who had already worked with him and recommended his approach. James and his team quickly got to understand the people and culture of the business and built up a rapport with senior people who loved their insights, drive and energy.
“James made the conversations we had all about Trade Nation and the people and culture of the business. He understood what we were trying to achieve and this made me as a CEO feel very comfortable. We knew very quickly that James and his team were the right people to work with” commented Stuart.
This was a few years ago and the 2 companies have worked together since that time.
The Solution
that James and the SBSA put in place
The SBSA put a business plan together which outlined the investment Trade Nation needed to make and how this could generate a return over time. The team then worked to bring in 6 new people into the business and set up a remote based sales team. James and the team managed the whole process of working with recruitment agents, and doing the first stage interviews so saving significant amounts of time.
Once Trade Nation had identified the people they wanted to bring on board, James then spent the first few weeks training the team and outlined how they needed to approach sales calls in the Trading industry.
A blueprint for handling all new sales leads was developed and once the team were ready to make calls on their own, The SBSA listened to the calls the team were making. Continuing to review all communications including emails the team were sending out was of huge value to the business and it allowed Trade Nation to ensure it was getting the conversion success they wanted, whilst staying within regulatory rules. And most importantly doing the right thing by the potential customer!
Where there were gaps in process and knowledge, fixes were applied. Where motivation was lacking, inspiration was given. Where methods were not working, new approaches were built.
James and The SBSA were able to see very quickly what Trade Nation needed to do to be able to engage more effectively with potential customers and the blueprint and approach they created for the Retail and Partner sales team is still in use today.
Although the initial work was to come in and create a sales team and Sales process, The SBSA were asked to get involved in other projects to add further values in other areas of the business.
They provided support on building and supporting the sales team to engage with customers in the way that we wanted. They understood us, our marketplace, our customers and what was required to get new customers to sign up. We enjoyed the work that they did so much that we asked them to help develop the team in other areas around the world and in other areas of our business”
The Solution
that James and the SBSA put in place
The SBSA put a business plan together which outlined the investment Trade Nation needed to make and how this could generate a return over time. The team then worked to bring in 6 new people into the business and set up a remote based sales team. James and the team managed the whole process of working with recruitment agents, and doing the first stage interviews so saving significant amounts of time.
Once Trade Nation had identified the people they wanted to bring on board, James then spent the first few weeks training the team and outlined how they needed to approach sales calls in the Trading industry.
A blueprint for handling all new sales leads was developed and once the team were ready to make calls on their own, The SBSA listened to the calls the team were making. Continuing to review all communications including emails the team were sending out was of huge value to the business and it allowed Trade Nation to ensure it was getting the conversion success they wanted, whilst staying within regulatory rules. And most importantly doing the right thing by the potential customer!
Where there were gaps in process and knowledge, fixes were applied. Where motivation was lacking, inspiration was given. Where methods were not working, new approaches were built.
James and The SBSA were able to see very quickly what Trade Nation needed to do to be able to engage more effectively with potential customers and the blueprint and approach they created for the Retail and Partner sales team is still in use today.
Although the initial work was to come in and create a sales team and Sales process, The SBSA were asked to get involved in other projects to add further values in other areas of the business.
They provided support on building and supporting the sales team to engage with customers in the way that we wanted. They understood us, our marketplace, our customers and what was required to get new customers to sign up. We enjoyed the work that they did so much that we asked them to help develop the team in other areas around the world and in other areas of our business”
The Results Achieved
The team recruited for the business some 4 years ago are still in place and all are doing incredibly well. 2 have gone into team management roles and those who are still in place are making a significant difference to the Trade Nation business.
The approach Trade Nation has taken with client development has all been done in line with regulatory compliance and has separated the company from others in the marketplace.
The team have learned how to structure their conversations with both existing customers and also new potential clients. They also now have a blueprint and structure for the sales team to follow to achieve results and a structure to track success.
Commenting on the results that working with the SBSA has shown.
Our business is growing and we are looking forward to that continuing to be the case over the coming years. We would highly recommend James and his SBSA team to any financial services organisation that wants to drive growth in their business using a modern, client-first-based sales approach. What they do works! We are proof of that!”
The Results Achieved
The team recruited for the business some 4 years ago are still in place and all are doing incredibly well. 2 have gone into team management roles and those who are still in place are making a significant difference to the Trade Nation business.
The approach Trade Nation has taken with client development has all been done in line with regulatory compliance and has separated the company from others in the marketplace.
The team have learned how to structure their conversations with both existing customers and also new potential clients. They also now have a blueprint and structure for the sales team to follow to achieve results and a structure to track success.
Commenting on the results that working with the SBSA has shown.
Our business is growing and we are looking forward to that continuing to be the case over the coming years. We would highly recommend James and his SBSA team to any financial services organisation that wants to drive growth in their business using a modern, client-first-based sales approach. What they do works! We are proof of that!”