Driving field sales performance - i-snapshot


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What is i-snapshot, how does it work and what is the impact?

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  • Implementation Process UNLIKE CRM/SFA systems i-snapshot is typically live in less than 20 working days Establish owner of project and support Project scoping workshop Write project scoping document Information gathering Sales team names, mobile numbers, organisational structure Policies Set access levels for data Set up and test Training Ongoing support Entire process takes four weeks Easy to implement Instant impact on sales
  • Driving field sales performance - i-snapshot

    1. 1. What is i-snapshot, and how can it help us?
    2. 2. What does i-snapshot do? … .and through SMS technology and frameworks, we drive significant changes in field sales performance. “ The #1 priority of sales executives is increased productivity leading to increased sales”... Source - Gartner
    3. 3. In an ideal world, wouldn’t it be great if… <ul><li>the team to input call reports within 20 seconds </li></ul><ul><li>simple and intuitive reporting and analysis of sales activity and outcome </li></ul><ul><li>the team to like it! </li></ul><ul><li>compliance rates that are >95% </li></ul><ul><li>access to call data within seconds </li></ul><ul><li>quick identification of poor performance and low activity levels </li></ul><ul><li>deployment within a month </li></ul><ul><li>ROI within weeks……………. </li></ul>… you had a sales management system which allowed:
    4. 4. <ul><li>……… .well, this is exactly what i-snapshot does </li></ul>In an ideal world, wouldn’t it be great if…
    5. 5. How does it work? 2. Sales person texts unique codes to describe outcome of visit 3. Code is sent to the secure i-snapshot server, which interprets it and updates the sales management report software 4. The easy to read and manipulate powerful real time reports are accessible via the i-snapshot secure website 1. Sales person meets prospect or customer
    6. 6. So who does it help? <ul><li>Organisations with outside sales forces </li></ul><ul><ul><li>Increasing revenues and profits </li></ul></ul><ul><ul><li>Increases sales organisation performance </li></ul></ul><ul><ul><li>Right sizing or merging of sales teams </li></ul></ul><ul><li>Leaders of the sales force </li></ul><ul><ul><li>Provides clear visibility of activity out in the field </li></ul></ul><ul><ul><li>Coverage of the “right” accounts/prospects </li></ul></ul><ul><ul><li>Understanding what the sales team are (and are not!) doing </li></ul></ul><ul><ul><li>Measuring the success of leads </li></ul></ul><ul><ul><li>Getting the sales team to sell and not administer </li></ul></ul><ul><li>The sales force themselves </li></ul><ul><ul><li>Reduces time spent on reporting </li></ul></ul><ul><ul><li>Easy to use </li></ul></ul>
    7. 7. Overall benefits <ul><li>ROI typically two to four weeks </li></ul><ul><li>10% + increase in visits within the first six months </li></ul><ul><li>Affordability < £1 per day per salesperson </li></ul><ul><li>No additional hardware or IT costs </li></ul><ul><li>Seamless integration with existing reporting systems </li></ul><ul><li>Reporting compliance >95% </li></ul><ul><ul><li>Meaning accurate and timely data </li></ul></ul><ul><li>Know exactly the outcomes of sales visits day by day </li></ul>
    8. 8. How does i-snapshot help the sales team? <ul><li>Easy to use reporting tool </li></ul><ul><li>They get the confidence in what they report is important to their performance and management </li></ul><ul><li>They get instant recognition and support from their management </li></ul><ul><li>It saves them hours per week in submitting call reports </li></ul><ul><li>Easy to access history of efforts with customers </li></ul><ul><li>They find it easy to learn and use with a tool they were already familiar with – their mobile phone! </li></ul>
    9. 9. How does i-snapshot help the sales managers? <ul><li>The administrative burden is reduced </li></ul><ul><li>They have a reporting format that assists them </li></ul><ul><li>Enables them to set measurable KPI’s </li></ul><ul><li>Their teams attitude to call reporting changes completely </li></ul><ul><li>They have access to accurate information provided as it happens in the field </li></ul><ul><li>They can change the direction of their teams activity, quickly </li></ul><ul><li>Easy to use and change reporting and analytical formats </li></ul>
    10. 10. How does i-snapshot help the sales director? <ul><li>They get access to accurate, real time information received on sales force key performance indicators </li></ul><ul><li>The reporting approach reinforces fundamental responsibilities to their sales managers </li></ul><ul><li>They have a new way to test new sales/marketing/product initiatives </li></ul><ul><li>They have insight on sales force efficiency, effectiveness and head count </li></ul><ul><li>Accurate data which can feed other systems, adding value to any existing investment </li></ul>
    11. 11. Implementation process Day 1 Day 20 Training Go live! Scoping/consultation System configuration