The story of sam the head of sales
Download as PPTX, PDF
20 likes3,296 views
Sam was the head of a field sales team who was under pressure to increase sales. However, he had limited resources and visibility into his team's activities. He implemented a new strategy focusing on key customers and metrics to measure the team. Sam discovered i-snapshot, a mobile app that allowed the team to quickly report activities via text. This provided Sam real-time reports to track objectives and identify which customers or team members needed additional support. As a result, customer churn was reduced and targets were exceeded, making Sam and the sales team successful.
The story of sam the head of sales
- 2. Sam was stressed 盒彫盒彫
- 4. Well.he is head of the field sales team and
- 5. ..was under huge 沿姻艶壊壊顎姻艶盒彫.
- 6. .from the demands of the CEO
- 8. Do something differentlyIncrease sales revenueIncreasesales from existing customersDecreasecustomerchurnDemonstrate sales force accountabilityIncrease sales across product categories
- 9. .but Sam was operating with a minimumresource after the recession
- 10. Sam had limitedvisibility of who had been visited, what was discussed and whysome individuals were succeedingand some werent
- 11. He had access to a CRM盒彫盒彫.
- 12. .but the majority of the sales team just werentusing it ..and he couldnt get the type of reports he needed from it!
- 13. Oh no so.. what did he do? I hear you ask
- 14. He went back to the start
- 15. He thought through the wider sales business strategyThis was to.
- 17. ..increase spend with existing customers and盒彫盒彫
- 19. Then he translated this in to how his team could best meet these objectives.
- 20. Spendmore time with key customers or customers identified as at risk
- 21. identify customers spend potential and refocus activity to where there is room for higher spend .
- 22. ensure sales team are in line with marketing and introducing new products in every visit.
- 23. He then identified the metrics on how he would measure and influence the teams activity
- 24. 70% of visits should be to key customers
- 25. 600 accounts were identified as having higher potential, all of these should be visited within eight week cycles
- 26. for every visit in the next 12 weeks, the delta range should be presented
- 27. So how did he measure if his teams were doing just that?
- 28. Sam now knew what he needed the teams to do
- 29. And he now knew the metrics he needed to measure this
- 30. But he didnt have the right tool to do this
- 32. All his team needed to report activity was a mobile phone.
- 33. .. and to retrieve the reports all Sam and his managers needed was an internet connection!
- 34. Something which they all already had! No other hardware or software required
- 35. Want to know how it worked then?
- 36. Immediately after a meeting, the sales person writes a text message using code to represent what happened
- 37. It looks something like this165.andy jones.md.d.np.35.c.e.j
- 38. Do you want to know what the codemeant?
- 39. @ 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 >贈20,000
- 40. The SMS is sent to i-snapshot.Reporting done.How quick and easywas that?
- 41. The securesoftware continuouslyupdates the data. Ready for Sam and his sales managers to view online
- 42. Do you want to see some examples of what Sam and his team get to see in real time?
- 43. Objective: To reduce existing churn of customer baseWhich of the accounts did the sales team not visit this week?J Smiths & Sons12345
- 44. Objective: To increase customer spend Who is struggling to do this?
- 45. Objective: To launch new productsAre the teams introducing the Delta Range as needed?
- 46. Good eh?Imagine having all of this real time information at your fingertips like Sam.
- 47. Sam is now a hero
- 48. to the boardThis was low risk and weve had a high returnThe sales team are highvalueCustomerchurn has reduced
- 49. tothe CEOMy board are happy weve increased shareholder value Weve exceeded this years targets.The team are much more efficient and effective.
- 50. to the sales managerI have muchmorevisibilityI can see which individuals are struggling quickly and helpThe rightactivity has increased significantly
- 51. to the sales teamWe can concentrate on sellingnotadmin.We are being directed to much betterprospects and leads.
- 52. And Sam?
- 54. To begin to increase the value of your sales forcecontact us for a free diagnostic report
- 55. + 44 (0) 1642 208 999UK and Europe+ 1 602 910 5722 US+ 61 3 8627 6153Australia+ (92) (21) 231 0693Pakistan08 34 10 44 40South Africawww.i-snapshot.comenquiries@i-snapshot.comtwitter.com/i_snapshotisnapshotblog.wordpress.com