the story of sam the head of sales

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This is Sam………

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Sam was stressed ………

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“Why?” you ask………

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Well…….he is head of the field sales team and…

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……..was under

huge pressure…….

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….from the demands of the CEO

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and the board

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“Increase sales revenue”

“Increase sales from existing customers”

“Increase sales across product categories”

“Decrease customer churn”

“Demonstrate sales force accountability”

“Do something differently”

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….but Sam was operating with a

minimum resource after the recession

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Sam had limited visibility

of who had been

visited, what was

discussed and why some individuals were

succeeding and some

weren’t

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He had access to a CRM……….

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…….but the majority of the sales team just

weren’t using it ……..and he

couldn’t get the type of reports he needed from it!

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“Oh no …so….. what did he do?” I hear you ask

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He went back to the start

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He thought through the wider sales business strategy

This was to…….

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…reduce customer churn……..

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……..increase spend with existing customers and………

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…….launch new products

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Then he

translated this in

to how his team

could best meet these objectives…….

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Spend more time with key customers or customers identified as

‘at risk’

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…identify customer’s spend potential

and refocus activity to where

there is room for higher spend …….

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…ensure sales team are in line with

marketing and introducing new products in every visit.

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He then identified the metrics

on how he would measure and

influence the teams activity

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70% of visits should be to key customers

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…600 accounts were identified as

having ‘higher potential’, all of

these should be visited within eight week cycles

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…for every visit in the next 12 weeks,

the delta range should be presented

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So … how did

he measure if his teams were doing just that?

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Sam now knew what he needed the

teams to do

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And he now knew the metrics he

needed to measure this

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But he didn’t have the

right tool to do this

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Until he found i-snapshot

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All his team needed to report

activity was a mobile phone…….

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….. and to retrieve the

reports all Sam and his managers needed was an

internet connection!

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Something which they all already had!

No other hardware or

software required

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Want to know how it worked then?

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Immediately after a meeting, the sales

person writes a text message using

code to represent what happened

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It looks something like this

165.andy jones.md.d.np.35.c.e.j

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Do you want to know what the code meant?

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@ 13:45 on 12/09/2010, Jo Barnes, from the South West Region, Branch 1, met with Andy Jones, a Managing Director from Smiths and co.

This is a major account in the manufacturing sector.

Whilst Jo was there he demonstrated a new product from the delta range.

Andy would like second meeting to discuss the terms and conditions. This is now at stage 3 in the pipeline. Jo will email a second appointment date.

The potential order value is >£20,000

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The SMS is sent to i-snapshot.

Reporting done.

How quick and easy was that?

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The secure software

continuously

updates the data…. Ready for Sam and his

sales managers to view online

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Do you want to see some examples of

what Sam and his team get to see in real time?

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Objective: To reduce existing churn of customer baseWhich of the accounts did the sales team not visit this week?

J Smiths & Sons

12345

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Sales Person 1 Sales Person 2 Sales Person 3 Sales Person 40

5

10

15

20

25

30

Order value £1,001 +

Order value £501 - £1000

Order value £1-£500

Order value £0

Objective: To increase customer spend Who is struggling to do this?

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Monday

Tuesday

Wednesday

Today

0 1 2 3 4 5 6 7 8 9 10

Alpha range

Beta range

Delta range

Objective: To launch new productsAre the teams introducing the Delta Range as needed?

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Good eh?

Imagine having all of this real time information at your fingertips like Sam….

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Sam is now a hero…

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…to the board

“This was low risk and we’ve had a high return”

“The sales team are high value”

“Customer churn has reduced”

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“My board are happy we’ve increased

shareholder value ”

…to the CEO

“The team are much more

efficient and effective.”

“We’ve exceeded this years targets.”

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…to the sales manager

“I have much more

visibility”

“The right activity has increased significantly”

“I can see which individuals are

struggling quickly and help”

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… to the sales team

“We can concentrate on selling not admin.”

“We are being directed to

much better

prospects and

leads.”

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And Sam?

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To begin to increase the value of

your sales forcecontact us for a free diagnostic report

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