Implementing Consistent Sales Execution Best Practices

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Case Summary

Our client was a large, global IP network and hosting provider that needed to implement consistent best practices throughout its sales organization. The result was greater visibility throughout the sales process and more effective sales execution, coaching and forecasting.

Business Challenge

The company was one of the largest Internet Protocol (IP) network and hosting providers in the world, with more than 4,000 customers. It recognized that it needed to deploy consistent sales and sales management processes, tools, and methods that will increase overall sales effectiveness. The company leadership didn’t have the visibility it needed into information, including accurate forecast data, due to the independently operating sales teams and their practice of following inconsistent, ad hoc sales processes.

Symmetrics Group Approach

Symmetrics Group worked with the company’s sales management team to develop a Sales Excellence program, which included standardized processes, training and tools. Sales managers would then be able to coach team members and reinforce these standards on a consistent basis. Symmetrics Group also helped develop critical supporting documentation, including finalizing the sales process, forecasting process, including a desktop reference for pipeline management and forecasting, a sales process reference guide, account planning templates and meeting review guides for territory, account and opportunity review sessions. Finally, Symmetrics Group helped prepare sales managers to deploy the new program and coach other team members through an interactive setting where sales managers could practice applying the tools and guides.

Results

The standardized tools and processes enabled our client to achieve greater visibility into its sales process and pipeline effectiveness, along with increased adoption of Salesforce.com. The current sales team and any team members that came onboard later would all operate under the same processes and procedures, creating greater consistency within the sales organization.

 

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