Vistage UK Blog

Lars has over 28 years’ experience in sales and sales leadership development. As Sales Manager and then Managing Director, Lars was responsible for establishing three successful and currently profitable companies on behalf of the Southwestern Company. In 2002 his passion for professional selling and sales performance training led him to set up SBR Consulting, to directly tackle the issues of business development, from strategic viewpoint, through to implementing tailored business development programmes. The ultimate goal is to, ‘Liberate sales potential worldwide’. Over the past 13 years, he has worked directly with over 300 firms, from entrepreneurial start-ups to global financial and engineering and consultancy practices, helping to improve their sales potential. His cross-industry experience in blue chip companies and SMEs, encompasses implementation of programmes to: Develop sales cultures within organisations. Help companies restructure, define or create a sales process. Establish the correct KPIs, strategy, and incentives and how they should be used. Enable top sales people to make a smooth transition into sales management. Ensure that rigour is introduced into the sales function. Provide consistency in the sales approach to market. Write company sales manuals and sales leadership manuals. Establish the correct approach to recruitment and retention. Lars is committed to helping firms make business development a major part of their culture and to helping individuals find patterns for success that allow them to maximise their levels of performance, whilst having fun doing it! In 2003 he created The Art of Selling Consulting Services Conference, which has run successfully every year since, with over 1,200 strategic and technical consultants attending. He is the lead speaker in UK on sales and sales leadership training for Vistage and won Outperformer of the Year 2011 and 2013. He developed and wrote SBR Consulting’s QUIS Selling™ – The Sales Methodology for Consultants. He developed High Performance Sales Habits for Consultants©. His writings are published monthly in The Consulting Times based on ‘Selling in a Consulting World’.