By Dirk Ingram

Background & Inspiration:

1. Could you share your journey in sales and your experience in building successful sales teams?

I am very blessed that I was part of the start-up journey at Activitar. My association with Activitar began in 2013 as a sales representative working on contract. Then, from 2017 I became a permanent member of the team, as founder of the first internal sales group. It was just me in the beginning, beavering away at sales with the assistance of my CEO mostly helping out on big enterprise accounts. Activitar recruited a second sales executive after the pandemic and then in 2022 our first lead generation consultant joined. This small expansion sparked a period of encouraging growth. By 2024, the sales team has now grown to six members, with plans for further recruitment. We have established successful specialisations in the team. We have sales analysts researching destinations for quality tours and activity companies, and lead generation specialists who engage the companies in conversation to generate and gauge interest. It is then up to the sales executives to demo the system and conclude the commercial discussion and close the deal. From our first contact with a customer the objective of my team is to establish a long term association between our companies. While remote work presented challenges, the Activitar sales team have cultivated a robust sense of collaboration and mutual support through consistent communication. I’m immensely proud of our team’s development and unwavering spirit.

2. What led you to join Activitar, and how does your background influence your approach to leading sales initiatives here?

Prior to joining Activitar in a formal capacity, I had the privilege of working at a company that would become the first Activitar customer. Our GM, Wynand du Toit and I, saw the potential in Pierre’s earliest version of Activitar and Wynand then afforded Pierre the opportunity to engage fully with a large tours and activity operation and get a deep understanding of the business requirements. Our extensive operation, managing 30 safari vehicles, day tour vehicles, and 150 tented units, provided a valuable perspective on the complexities of safari and tour operations. Pierre spent many days across numerous multi-day stays drawing out the details of the requirements and taking regular input from us. Witnessing Pierre’s passion for the industry, his dedication to empowering suppliers, and his vision for enhancing the customer experience profoundly inspired me. I knew I wanted to be a part of this transformative journey, which led me to join the Activitar team in 2013.

Core Values Alignment:

3. What are your core values, and how do they align with those of Activitar?

At the heart of our team, lie core values deeply aligned with the mission of Activitar to build long term relationships based on trust. Integrity guides our every interaction, while putting our clients first to ensure personalized solutions and lasting satisfaction. The sales team works collaboratively to allow diverse perspectives to spark innovation and creativity. Every week we set ambitious goals and push each other to achieve them together. These are not just words we say but the essence of who we strive to be. Our mindset is aligned with success, assisting the industry in growth.

Sales Approach & Customer Care:

4. When engaging with potential customers, how do you assess their specific needs and tailor your sales pitch to position Activitar as a solution to their challenges?

When engaging with potential customers, our approach at Activitar revolves around a commitment to solve real problems for real people in real business operations. We prioritize understanding their unique pain points, challenges, and objectives. By asking the right questions and listening to their responses, we gain valuable insights into their specific needs and requirements. Making use of this understanding, we tailor our sales pitch to highlight how Activitar’s comprehensive solutions can be configured to directly address the customers challenges and provide tangible benefits. This personalized approach demonstrates our commitment to their success and builds trust and rapport, laying a solid foundation for a fruitful partnership.

5. How do you ensure customer satisfaction is maintained after the sales process?

During the sales process, our aim is to show potential clients that Activitar is not just a solution for their immediate needs but a long-term partner. We hand over the customer to our dedicated onboarding team who immediately engages in a warm and welcoming manner, ensuring a smooth transition. The customers are not just given access to a user manual and left up to their own devices. We configure the system according to their needs, load content and train their staff. Beyond that, our commitment to quality customer care ensures clients receive ongoing support to maximize the value of our solution. It’s essential to acknowledge the collaboration between the sales, development, product, and support teams. While sales may initiate the process, it’s the collective effort that keeps clients satisfied and loyal in the long run. Keeping clients isn’t just about acquiring them; it’s about delivering exceptional service consistently.

Leadership & Team Dynamics:

6. What kind of team culture do you aim to foster, and how do you go about creating that environment within your sales team?

We foster an environment where every team member feels valued, respected, and empowered to contribute their unique strengths and perspectives. Open communication channels are key, allowing for the free flow of ideas and feedback. Being based all over the region we are unable to work from one office often, but we flourish in our remote environment through constant communication through effective digital channels. We celebrate successes, big and small, and recognize individual and team achievements to boost morale and motivation.

7. Can you describe your leadership style and how you motivate and inspire your team to achieve their objectives?

As a leader, I prioritize empowerment and collaboration. I believe in leading by example and creating an environment where team members feel valued and supported. I motivate my team by communicating objectives clearly and giving them autonomy to achieve them. I encourage creativity and welcome new ideas. I recognize and celebrate achievements to boost morale. I provide constructive feedback to help team members grow. I lead with transparency, sharing both successes and challenges openly. My goal is to create a motivated and empowered team that can achieve our objectives together.

8. What qualities do you seek in successful salespeople, and how do you support their growth and development?

We seek salespeople with strong communication, resilience, adaptability and who are result oriented. We provide the necessary tools like sales and CRM technologies and support in the form of advice, coaching, mentorship and learning opportunities.

As a fast growing business we are able to offer a vision for career development beyond the place where a member starts. Our objective is that each member should individually grow in skill, experience, achievement and personal development. The entire team is there for each other and we have a powerful community.

Adaptability & Innovation:

9. Given the ever-evolving technology landscape, how do you ensure your team remains adaptable to changing market conditions and customer behaviors?

Activitar is an environment where innovation is constant. We are at once leading change and being responsive to change. Selling Activitar means staying current with all new features and enhancements. This requires a strong relationship and regular communication between the sales group and the product group. Our product manager keeps us updated on all the latest developments. These insights ensure our team remains well-informed and ready to adapt to meet the evolving needs of our customers.

10. Have you implemented any new strategies or processes that led to significant sales improvements?

We allocate dedicated time for brainstorming sessions and encourage experimentation with new sales techniques or approaches. Recently, we implemented a strategy where we leverage data analytics to identify potential leads more effectively. By analyzing customer behavior patterns and market trends, we’ve been able to tailor our outreach efforts and focus on high-potential prospects, resulting in a significant increase in conversion rates and overall sales performance. This data-driven approach has not only improved our efficiency but has also sparked a culture of innovation and experimentation within the team.

Future Outlook & Personal Connection:

11. What aspects of Activitar’s growth are you particularly excited about for the future?

I’m particularly excited about Activitar’s expansion into new international markets. As we continue to grow our client base and diversify our offerings, we have the opportunity to make an even greater impact. Additionally, I’m thrilled about the potential for innovation and product development, as we strive to meet the evolving needs of our customers and stay ahead of the curve in our industry. Overall, I’m confident that Activitar’s growth trajectory holds immense promise for the future, and I’m excited to be a part of this journey.

12. What activities do you enjoy doing outside of work?

Living in Velddrif provides me with the perfect setting for relaxation in a tranquil environment. My main activity revolves around braaing as often as possible or taking my two Jack Russels for kayaking adventures. When I have spare time, I enjoy getting lost in a computer game or two as well.

To connect with Dirk Ingram: dirk@activitar.com