The story of sam the head of sales

This is Sam………

Sam was stressed ………

“Why?” you ask………

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

……..was under huge pressure…….

….from the demands of the CEO

and the board

“Do something differently”
“Increase sales revenue”
“Increasesales from existing customers”
“Decreasecustomerchurn”
“Demonstrate sales force accountability”
“Increase sales across product categories”

….but Sam was operating with a minimumresource after the recession

Sam had limitedvisibility of who had been visited, what was discussed and whysome individuals were succeedingand some weren’t

He had access to a CRM……….

…….but the majority of the sales team just weren’tusing it ……..and he couldn’t get the type of reports he needed from it!

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

He went back to the start

He thought through the wider sales business strategy
This was to…….

…reduce customer churn……..

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

…….launch new products

Then he translated this in to how his team could best meet these objectives…….

Spendmore time with key customers or customers identified as ‘at risk’

…identify customer’s spend potential and refocus activity to where there is room for higher spend …….

…ensure sales team are in line with marketing and introducing new products in every visit.

He then identified the metrics on how he would measure and influence the teams activity

70% of visits should be to key customers

…600 accounts were identified as having ‘higher potential’, all of these should be visited within eight week cycles

…for every visit in the next 12 weeks, the delta range should be presented

So … how did he measure if his teams were doing just that?

Sam now knew what he needed the teams to do

And he now knew the metrics he needed to measure this

But he didn’t have the right tool to do this

Until he foundi-snapshot

All his team needed to report activity was a mobile phone…….

….. and to retrieve the reports all Sam and his managers needed was an internet connection!

Something which they all already had!
No other hardware or software required

Want to know how it worked then?

Immediately after a meeting, the sales person writes a text message using code to represent what happened

It looks something like this
165.andy jones.md.d.np.35.c.e.j

Do you want to know what the codemeant?

@ 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

The SMS is sent to i-snapshot.
Reporting done.
How quick and easy
was that?

The securesoftware continuouslyupdates the data…. Ready for Sam and his sales managers to view online

Do you want to see some examples of what Sam and his team get to see in real time?

Objective: To reduce existing churn of customer base
Which of the accounts did the sales team not visit this week?
J Smiths & Sons
12345

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

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

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

Sam is now a hero…

…to the board
“This was low risk and we’ve had a high return”
“The sales team are highvalue”
“Customerchurn has reduced”

…tothe CEO
“My board are happy we’ve increased shareholder value ”
“We’ve exceeded this years targets.”
“The team are much more efficient and effective.”

…to the sales manager
“I have muchmorevisibility”
“I can see which individuals are struggling quickly and help”
“The rightactivity has increased significantly”

… to the sales team
“We can concentrate on sellingnotadmin.”
“We are being directed to much betterprospects and leads.”

And Sam?

To begin to increase the value of your sales force
contact us for a free diagnostic report

+ 44 (0) 1642 208 999
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+ 1 602 910 5722
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+ 61 3 8627 6153
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+ (92) (21) 231 0693
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08 34 10 44 40
South Africa
www.i-snapshot.comenquiries@i-snapshot.comtwitter.com/i_snapshotisnapshotblog.wordpress.com

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The story of sam the head of sales

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