Simon Leggett took the bold step to leave $23b multi channel, global Office Products provider Staples to join £43m independent, The Consortium, as Sales & Marketing Director in May because he wanted a challenge. The Consortium has been successfully selling into the Education & Care markets for 40 years and a strong team has built a robust and profitable operation internally but there is a great opportunity to develop top line sales.
Tell us about your career to date?
I am a results motivated Business Director with over twenty years experience in general sales leadership including sales and marketing, distribution, supply chain and programme management in the Office Products and IT industries in B2B, B2C and wholesale channels.
I started my career packing boxes in the warehouse of Pentagon, a small independent stationer in Basingstoke. Pentagon was one of six independent business purchased by WH Smith in 1989 to form WH Smith Business Supplies.
I always had a desire to move into sales but needed to understand how the business and industry worked from bottom up. A simple philosophy: if I didn’t understand it, how could I expect to convey the benefits to potential customers?
In 1996 Guilbert, Europe's leading distributor of Office Equipment and Supplies to business-to-business customers purchased the business. In 2003 Guilbert became part of Office Depot Inc. After fifteen years in the Office Products industry, I spread my wings into the IT sector by taking up the challenge to become the UK Channel Director at Orion Media Marketing.
In 2005 I moved, to Corporate Express, a global Office Products provider that in 2008 was acquired by Staples. Whilst at Staples I held a number of positions from Sales Director to UK & Ireland, Sales Development & Marketing Director. A Notable highlight of my time at Staples included working with a European leadership team and consultants Mckinsey on a sales excellence programme.
This Summer I decided to follow my passion for supply chain consolidation by joining the Main Board of The Consortium as Sales & Marketing Director.
The Consortium is an organisation focussed on meeting the needs of customers in the Social Care, Education, Early Years Sectors and the largest independent supplier of education resources in the UK.
The Consortium’s core proposition is to bring together a wide range of disparate products, presenting them in an easy to access way and delivering on a first class service promise. This is in essence of its Buying Made Easy formula which has proven so popular with longstanding and new customers alike.
Joining an experienced team that shared my vision was what inspired me to make the move.
What are the key challenges you will face / facing at The Consortium?
The key challenges that we face internally are learning to say no to opportunities. I am finding that we are in a fortunate position of being awash with opportunities; the trick is choosing the right ones to invest our time in to ensure that we get the maximum return.
How will you look to overcome them?
I have found the key is involving not only the Main Board but also the Senior Management team in our strategy and business planning sessions; it creates a strong togetherness, ownership and accountability.
Our strategy, initiatives and business plan are documented and cascaded throughout the teams so everyone is aware of the plan, what we are trying to achieve and where we are heading. It sounds simple but it is paying dividends in a very short time.
What has made you successful in your sales career to date?
I guess this comes down to how you define success. In my mind’s eye I am not successful yet! I see my biggest challenges ahead of me.
In terms of motivation the immortal words of one of the other Pentagon packers in the warehouse in Basingstoke of “You will never make it to being a picker” still ring loud!
What techniques have you looked to encourage that have helped improve sales team members’ performance?
In terms of techniques, again it is nothing unique, simply understanding what customers want and helping the sales team deliver it is a scientific as it need get.
I was once told “people buy from people” and that has been a philosophy that I have encouraged the sales team to follow.
What makes a good sales professional?
Be innovative. Be passionate. Be brave. Be yourself – funnily enough core values at The Consortium
How do you find and establish the best sales talent?
I have been fortunate to bring some key colleagues with me from my time in the Office Products industry but I have also been fortunate to have inherited some exceptional sales and marketing talent.
My plan is only to recruit externally where there is a key need. My preference is to coach, develop and promote from within the organisation.
What product / service could you not live without (professional or personal)?
My iPhone. I couldn’t imagine not being able to access, Linked In and my emails on the move, I am sure I drive my team and the rest of the board mad with my late night emails.
What do you like to do outrside of the selling environment?
I also sit on the main board of MEECO, a minorities, ethnic and entrepreneurs legacy group, evolving initiatives that support SMEs to bring their products and services to market.
I see this as my opportunity to give something back to society as well as work with some incredible people whilst continuing to learn and understand the challenges that they face every day.
From a personal perspective I enjoy nothing more than spending time with my two sons having a round of golf with Cameron or kicking a ball about on the lawn with Louie.
I feel the real successful people have a knack at balancing their work life with their personal life without compromising either.