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Case Study

Case Study

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Published by smb_146

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Published by: smb_146 on Dec 18, 2011
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05/05/2012

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 Tools for sales force productivityGE commercial finance
 
Re-Segmentation
 
Transaction Database Modification
 
Industrial Classification Coding
 
Four-Digit Codes
 
Leased Equipment Classification
 
Operating Lease
 
Finance Lease
 
Prospective Customer Identification
 
Customer Characteristics List
 
Criteria (of customers’ prospect of doing business)
 
 
Key Features (14 features)
 
Regression Analysis (based on)
 
14 Key Features
 
Transaction Database
 
Prospective Customer List
 
High Priority Prospects
 
Low Priority Prospects
 
Sales Force Re-Design
 
Relocation
 
New Tools & Processes
 
Targeted Marketing Campaigns
 
Results
 
Augmented Business ($300 M)
 
Increased Sales
 
Higher rate of Conversion (19% increase)Setting targets
 
Cisco Company
 
Website Launched
 
Access to Website
 
Managers
 
All Levels Between Managers & Account Executives
 
Individual Account Executives
 
Information Provided
 
Sales Performance by:
 
Region
 
Product Line
 
Other Options
 
Reps’ Pipelines
Information
 
Size of Each Opportunity
 
Technology Requirements of Customer
 
Competitors
 
Forecasting
 
Weekly Forecasts
 
Monthly Forecasts
 
Quarterly Forecasts
 
Result
 
Improved Forecast Accuracy (variation in quarterly forecasts within +1 to +2)
 
Other Tools
 
PDA’s
 
 
Custom Applications
 
Online Personal Compensation Rate Calculator
 
Results of Other Tools
 
Productivity Enhancement
 
Data Entry Acceleration
 
 
Customer Activity Tracking
 
Increase in Reps Motivation
 
Agreko Company
 
Process Begin from the Top down
 
Approach of Goal Setting
 
Gather Regional Data On critical Industry Level
 
Set Goals for Growth
 
Results
 
ASM develop territories
 
Accounts
 
Quotas for individuals
 
Process Ensure that Individuals Salesperson are In line With Corporate ObjectivesStepping up productivity:
 
Citigroup’s Global Wealth management division
 
 
Targeted offering
 
Focused on Two Things
 
Growing its adviser and Banker
 
Segmented its clients
 
Results:
 
Generate an Average of $5.5 million per rep in revenueOptimized automation, tools and procedures
 
Performance Management
 
SAP
 
Check the reps pipeline, time spent prospecting
 
Outputs of the raps
 
Citigroup wealth management
 
Provides professional development as rewards
 
Agreko Company
 
Reps involve in complex sales calls

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