the story of sam the head of sales
DESCRIPTION
TRANSCRIPT
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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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