Producing Results through Greater Seller Efficiency (Scientific Drilling)

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Join SDI’s Jayme Sperring and see the value delivered by SAVO and how the company quickly increased sales efficiency and productivity using a strategy to increase sales productivity, shorten the sales cycle and deliver a greater technical competence within the sales process.

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Producing Results through Greater Seller Efficiency (Scientific Drilling)

  1. 1. Producing Results Through Greater Selling Efficiency JaymeSperring VicePresident,SalesandMarketing
  2. 2. Scientific Drilling
  3. 3. The Tipping Point • Commoditization places more pressure on the customer experience…A “Sales First” climate change • Revenue is generated by a fraction of our sales force • Flat market conditions drive a critical desire for market share • Overworked management and lean technical support • No on-boarding processes outside of basic product training • Slow speed to market for new technology • Poor cross-functional collaboration • Siloed approach to selling; broken communication The Challenge
  4. 4. The Overarching Driver Improved Seller Efficiency SALES ENABLEMENT: “Inserting confidence and insight into the sales process that leads to greater sales productivity” Our success was contingent upon the performance of our average sellers, who required competency training and intentional “just-in- time” coaching. Moving the Curve
  5. 5. Sales Enablement Wins • Field sales and account management working together • Dramatic improvement in market intelligence • Mobility played the greatest factor Team Connectivity Shorten Commercialization Process • 17% increase in new technology revenue YOY • Average two months less in product pilot testing • SME’s playing a strategic role in the business Sales Productivity • 18% increase in Revenue per Project • Growth in a flat market • Performance and Xchange adoptionare accurately correlated
  6. 6. The Xchange • The Three Rules of Knowledge • Exponential gain in communication • Platform for product launches • SMEs connect more effectively and efficiently with sales/operations • “Man discovering fire!” The Answer
  7. 7. On The Horizon • Increased usage for leadership communication • Formation of a leadership steering committee • Proposals application for effective tender management • TEAMS application for strategic account management • Further adoption strategies for non-commercial departments • Planning and preparation for a CRM environment
  8. 8. Thank you Formoreinformation SAVO Web Site: www.savogroup.com Sales First Nation: www.savogroup.com/sales-first-nation/ SAVO Products: www.savogroup.com/products/ SAVO Phone: 312-276-7700

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