sales performance, Sales Performance Improvement for B2B Service Company

1

  • Project Industry: B2B services

  • Functional topic: Sales performance

  • Needed support: B2B sales expert with expertise of latest tools, and coaching capabilities

  • Duration: 4 months

01. Project objective

A B2B Sales expert was needed to optimize the sales activities of a B2B services provider. This comprised changes in terms of talent, processes and tools.

02. Approach

In order to identify areas for improvement, the project started with a review of the sales team and all sales-related workflows, processes and tools. The consultant also suggested analyzing the software in use in the company, and observing the practical day-to-day work in the sales team in order to understand practices and guidelines.  On the basis of the findings the project was to establish improved processes and suggest new guidelines.

03. Results

The project successfully conducted reviews of the sales team and the workflows established in the sales department. On the basis of a thorough review, the sales and CRM software currently in use was reconfigured to optimize the workflow. Moreover, the consultant provided actionable advice and recommendations for the sales team to maximize their output and improve both team satisfaction as well as customer experience.

A set of new, comprehensive sales guidelines and the introduction of revised processes for the outbound and inbound sales teams were developed to push productivity and optimize sales. 

Last but not least, by coaching the team lead, the consultant established a new process that insures that the team is kept up to date with sales strategies and trends through continuous training and education of all sales team members.

04. Feedback

This project was an eye-opener. We would have never believed that there was still so much potential for improvement.

(Board of Directors)