Introduction:
In 2017, ICT, a world-leading manufacturer of unified and intelligent electronic access control and security solutions that enable organisations to protect their people, operations and information, was at the cusp of global expansion. Richard Hawker, Chief Revenue Officer, then managing a smaller sales team, was eager to take on a more significant leadership role, with ambitions to build out a global sales team. Recognising the challenges ahead, Richard recognised the value in joining Indicators Sales Syndicate leadership programme and set out to to develop the tools, network, and skills needed to realise this vision.
Challenges Faced:
At the time, ICT’s growth trajectory required stronger leadership, structured sales strategies, and a robust sales culture to support its expansion goals. Richard faced the dual challenge of personal development in sales leadership and equipping his growing team with the necessary tools and knowledge. Navigating a rapidly evolving global market, establishing new offices, and managing channel distribution posed additional hurdles.
Solutions and Methodology Applied:
Sales Syndicate Participation
Richard joined the Indicator Sales Syndicate program, introducing him to a community of experienced, like-minded sales leaders. Sales Syndicate emphasised continual learning, personal development. The interactive and diverse sessions provided Richard with access to new concepts and strategies, offering him both education and camaraderie. "I was often in awe; there were people there a lot more experienced than me for sure."
Richard quickly got to know the other members and found the sessions engaging and diverse, 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 Implementation
As ICT’s business grew, the need for a CRM system became apparent. Indicator’s Head of Consulting, Nick Allan, worked closely with ICT to ensure successful CRM adoption. This included setting clear KPIs and objectives to maximize CRM capabilities, enabling the team to streamline operations and measure success effectively.
"Indicator has contributed significantly to the thriving sales culture we have at ICT," said Richard.
Sales Team Development through Sales Academy
Recruiting and upskilling talent was another critical focus. Indicator supported ICT with recruitment tools and criteria development, ensuring the right candidates were brought on board. Several team members also attended Indicator’s Sales Academy, which equipped them with essential sales skills to complement their strong attitudes.
"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."
Key Results and Outcomes:
Richard’s leadership evolved significantly, supported by a strong network of peers and mentors from the Sales Syndicate, and Richard notes that Richard notes that over the course of the partnership "We’ve had astronomical sales numbers over the period, a great NZ business success story.“
The adoption of a CRM system streamlined operations and maximized productivity.
A structured sales playbook, developed with Indicator’s help, became a vital resource for the global sales team.
Sales Academy contributed to a thriving sales culture by bridging skills gaps in new hires.
"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."
Conclusion:
Today, ICT operates across Australia, Canada, the USA, EMEA, and Asia. This expansion has created numerous opportunities for Richard and his sales team, solidifying their reputation as global leaders in electronic access control solutions. Indicator Sales played a pivotal role in ICT’s journey by providing Richard with the tools, education, and network to navigate the challenges of global growth successfully.
"Indicator Sales has played a significant part in adding enhancement and structure to our inbound and outbound sales," Richard reflects.
Through collaboration, continual learning, and a focus on personal and team development, ICT has become a shining example of Kiwi innovation taking on the world.