Kiwi Tech Business Takes on the World

When we first contacted Richard back in 2017, he was looking after a much smaller team and was keen to progress within the business in order to gain a role to build out the sales team globally. 
ICT

How it started!

ICT is a world leading manufacturer of unified and intelligent electronic access control and security solutions that enable organizations to protect their people, operations and information. Indicator reached out to Richard about the Sales Syndicate opportunity back in 2017. At the time, Richard was looking after a much smaller team and was keen to progress within the business in order to gain a role to build out the sales team globally. After discussing the development challenges with Mike Stokes (CEO, Indicator), Richard thought the value in joining the program was overwhelming.
Richard Hawker

" We’ve had astronomical sales numbers over the period, a great NZ business success story. Indicator Programmes and Indicator Sales Consulting has definitely played its part, adding enhancement and structure to inbound and outbound sales. "

- Richard Hawker, Chief Revenue Officer, ICT

Leadership Progression with Sales Syndicate

By taking a place on Indicator Sales Syndicate, Richard was instantly part of a community of like-minded, non-competing Sales Leaders, ‘I was often in awe, there were people there a lot more experienced than me for sure’. Stepping outside his comfort zone, Richard quickly got to know the other members and found the sessions engaging and diverse, reminding him of the importance of continual learning, and the content was delivered in a format that really suited him. ‘A lot of the topics were in areas that I had not had access to before and I found a place that was right up my alley in terms of being able to learn’. Richard also really appreciated and grew from the focus on looking after yourself and performing at the high-performance level.  But it was the networking side that Richard enjoyed the most and still benefits from today.

"  What really sold me on Sales Syndicate was the education piece and being around people in similar positions, sales leadership can be a lonely place. "

CRM Adoptions

As the business grew, a CRM was required and ICT engaged Nick Allan, Head of Consulting at Indicator to manage this process from adoption, setting KPI’s and objectives to maximise the return on CRM capabilities. 'Indicator has contributed significantly to the thriving sales culture we have at ICT,' says Richard.

" The team at Indicator were like mentors to me, they checked in from time to time and are a fantastic sounding board on anything work related but also from a professional development standpoint."

Sales Team Development with Sales Academy

Indicator assisted Richard with recruitment tools and coaching around defining the right criteria and assessments during the hiring process. Richard understands that as an employer you do not always have the skills or knowledge and time to be able to impart that knowledge as the team grows. Therefore, he has had several of his team join the Indicator Sales Academy which is for salespeople. ‘We find we often employ people with the right attitude but not always the right skills or knowledge and this is where Sales Academy can really add value’.

" We find we often employ people with the right attitude but not always the right skills or knowledge and this is where Sales Academy can really add value."

ICT Now..

ICT now has offices in Australia, Canada and the USA which has involved everything from securing offices to getting employees and channel management to getting stock on shelf. Most recently, they have expanded into EMEA and Asia as well. This has created many opportunities and promotions into new roles for Richard and the sales team, and Sales Syndicate has ensured he is getting enough coaching and education to perform to his true potential and the sales playbook created with the help of Indicator is a go to for the ICT team. 

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ICT

Kiwi Tech Business
Takes on the World

ICT

Kiwi Tech Business
Takes on the World