Integrating Sales Forces: Case Study #1
A leading provider of wire, cable, and tubing in the electronics industry wins big business through sales process and technology integrationThe Issue
Our client was looking for a simple and intuitive sales process that every salesperson could leverage across the organization. Every salesperson in the organization had his own way to approach his own territory. There was no common process or language.
They also needed a way to keep their salespeople focused on long-term success. Less-than-desirable results in the short-term can dishearten anyone, especially those in sales who count on step-by-step achievements along the way to keep them inspired. If the company could offer their salespeople a hard look into each of their accounts and show how their efforts would pay off down the line, they knew the reward to the sales force would be exponential to their motivation, persistence, and ultimately, their results. Our client knew that in order to create lasting change, it was critical to implement an effective sales process that could be reinforced continuously throughout the organization—or their investment wouldn't stick.
The Solution
The solution was multifold—in addition to rolling out the Strategic Selling® sales methodology to their sales organization, they also collaborated to integrate the process into their existing Customer Relationship Management system using Miller Heiman's Sales Access Manager. We advised our client that they would render the best result if they rolled out the training and the technology at the same time. They wanted the technology to support the sales process immediately but they understood that there would be a learning curve in rolling both solutions out together. Since their solution was online, they implemented high-speed Internet with their entire outside sales channel and that has helped them tremendously in adopting the technology.
The Result
By integrating the Strategic Selling® sales process into the technology before roll out, it enabled our client to effectively reshape their sales culture from the beginning. Working together with Miller Heiman, they were able to define each step in their unique sales process, and the workflow and business rules associated with each step. It allowed them to consistently reinforce these modifications and achieve a greater degree of cultural adoption of the sales process.
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