Here at Acuity, we are excited to announce that Stephen Clarke has recently joined the team as our new Sales Director. Stephen has spent over 20 years working in the Sage community so we are looking forward to the knowledge and experience he brings. I wanted to take the opportunity to hear Stephen’s views and vision for Acuity.
Q: Why Acuity?
‘One of the main reasons for joining Acuity is that I wanted a change from the large corporate environment. I had an appetite for change and Acuity has a good culture with strong values which I wanted to be a part of. Acuity are a small business where everyone is accountable for their own activity. Lee, CEO, and I have known each other for 20 years; we have worked together on quite a few projects and I have seen the business grow in this time. I see a great opportunity here where we can be very successful in the market.’
Q: What will you bring to Acuity?
‘I am here to bring sustainable sales growth. It is pointless planning on dramatic sales increases if the operational side of the business can’t scale at the same time. We must provide a high quality service so that we retain our customers. If we grow sales by 10% annually and keep all our customer contracts we will double the size of the business in 5 years. If we grow sales by 30% but only retain 80% of contracts, it will take 10 years to double the business. Growth must be sustainable, and the easiest way to achieve this is to keep our customers.’
Q: What attracted you to Acuity?
‘The people, Acuity have a good blend of youth and experience. The younger members of staff are really bright, hard-working and keen to learn which is a great sign for the future of the business. Acuity are really about the people.’
Q: What are your first month objectives?
‘My first objective is to create a dynamic fast paced sales culture reinforcing the basics of sales whilst introducing good processes around qualification and engagement. We will measure the sales team based on their activity and achievements, not the hours they have worked. With Salesforce going live in the first month, my objectives will be much easier to meet. Culturally, I would like to move conversations away from email and encourage employees to use the telephone more and to use Chatter within Salesforce.’
Q: What are you currently excited about in your new role?
‘On the topic of Salesforce, I attended a very positive meeting earlier this week with Alan, Head of Accounts Management, and Karan, Pre-Sales Consultant, to discuss the internal Salesforce go live. I am very excited about Chatter within Salesforce as I think this is the future for communication in business.’
Q: What do you enjoy doing outside of work?
‘I am a family man, and so enjoy spending time with my wife and two young boys. Strangely I also enjoy cutting the grass, an interest I share with Lee!! I also have a weakness for cars and motorbikes, and will shortly be writing a blog on company car choice, a topic important to me and the rest of my team.'
Enjoyed this blog? Stephen will be writing a blog on Company Car Selection very shortly!
To learn more about Salesforce, please contact us today to find out more!