Selling to Enterprise Customers:

• In 1991 HP challenged market leader SUN Micorsystems with a low-price UNIX workstation & new
computers built around RISC Chips.

• In 1992 to capitalize on this new market the sales force was broken into 3 teams designated as Red ,
Green & Blue.

• Transforming salespeople from order takers into consultants.

• A time & Effectiveness survey found inordinate amount of time is wasted on cumbersome
administrative tasks.

• By 1994 HP business was growing annually by 40% worldwide at a time when industry wide growth
rate was just 5%.
Planning the Next Step:
• Improving selling efforts in the enterprise customer segment.

Sales Process Audit conducted to accelerate sales by :

• Developing a clear picture of a customer's purchasing values & buying
process.
• Developing new sales processes to deliver greater value at lower
costs.
• Designing productivity improvement tools for deployment to the sales
force.