Our latest speaker Q&A features Matt Garman, CEO and founder of SalesEnabla, who’s session at Accountex Summit North will focus on the transition for accountants moving away from more traditional services into advisory. We caught up with him ahead of next month’s event to find out more.
Tell us a bit about your background and how you came to found SalesEnabla.
I came into sales quite by accident after applying for a commission-only position selling life insurance. I had a natural aptitude and quickly learned that being an expert in what you’re selling, knowing the value of the product and when to walk away was the key to sales success. I moved onto to a Sussex based IT reseller MB Computer Services and quickly saw the potential of the company. I was fortunate to have the opportunity to buy the business by re-mortgaging my house. I rebranded the business which thrived. Both profitability and margins increased significantly and I merged the business with Surrey based dhc. I directly managed high-profile deals, refocused the sales and marketing teams and directed marketing initiatives. The business doubled in size, which allowed me and my co-directors to negotiate its successful acquisition. This was in 2012.
I established Sales Plus Profit, building on my wealth of sales experience and know how, as a result of former clients asking for help with their sales challenges. My success is driven by my proven methodology and the implementation of my Sustainable Sales System to overcome any obstacles preventing growth, optimisation and profitability. A sales consultancy is immensly rewarding, seeing a business flourish where it was once struggling is its own reward. I started to envision a future online product that could move beyond the constraints of a business’ ability to afford both time and money invested in a consultant. I developed SalesEnabla to be a market disrupting product that has the potential to revitalise any business whatever its size, budget or sector. I want to help as many businesses as possible to achieve their aspirational objectives and fulfil their true potential.Without the limited reach of a consultancy-based operation, I’m 100% positive that SalesEnabla will reach the thousands of businesses who will benefit from my sustainable sales methodology and achieve the growth and profit they want.
What’s the most rewarding aspect of your job?
Seeing a business start to benefit with their sales and profit growing after a short period of time. Watching the increased confidence and collaboration in a sales team who are starting to succeed and feel able to deliver the results expected of them.
And the most challenging?
When a business asks for help but won’t implement the recommendations required to turn the business around. Sometimes this is because of lack of confidence but it can be a conflict of personalities within the company. It’s hard to communicate in some instances when there are stark differences in attitude right at the top of the business structure. It can be a challenging diplomatic scenario from which you just have to step back and remain neutral while still trying to guide them to success.
What one tip would you give to accountants to help them succeed?
Don’t be afraid of sales. You don’t need to be an expert, that’s what SalesEnabla is for. You get to be the introducer we do the heavy lifting.
Why should accountants embrace the shift to advisory?
Shifting to offer advisory is the only way to combat the cheaper online and off-shore provision of a lot of traditional services. As an advisor, an accountant is in prime position to offer real value to their clients and demonstrate their value as a trusted partner for growth in addition to providing the suite of traditional services required.
What do you want visitors to take away from your session at Accountex Summit North 2019?
I would like them to be enthusiastic about how SalesEnabla can help them easily shift to advisory services and provide expert sales experience and knowledge for their clients without them having to worry about whether they can achieve the results their clients want. SalesEnabla has been designed to suit every business and the methodology underpinning the system is sustainable and proven.
How important is Accountex Summit North to the industry?
Very important. In these uncertain times it’s vital to have a forum for discussion and presentation of new ideas, thinking about a prosperous future and how to bring it about. There will always be a North/South divide but this helps to show that business in the North is of enormous value and is equal to, not less important than the South.
What’s the best advice you’ve ever been given?
To believe in yourself, have confidence in what you do and pay your bills on time!
Tell us a fun fact about yourself that most people don’t know.
My life’s pretty open especially after my book Learning the Ropes was published, but not many people know that…
See Matt at Accountex Summit North 2019
Become the Catalyst for Growth Advisory Within Your Client Base in Theatre 2 at 2pm on Tuesday 10 September.