Are we effectively managing our worldwide sales force?
Rapid growth stretched senior management’s ability to stay on top of this telecommunications technology company’s 500+ person sales force. The main sales tool was a library of Microsoft PowerPoint presentations, developed by an outside consulting firm at a cost of over $1 million. The Prodyx workstream analysis captured the number of daily presentations, presentation durations, and the amount of time reps spent on each slide. For the first time, senior management had a clearer picture of how these expensive sales tools were really being used. Twenty percent of the sales force gave no presentations at all. The average sales rep gave 3 sales presentations daily, with short duration times (deemed by management to be inadequate for an effective sales call). The above average sales rep gave 3 to 4 presentations but the durations were four times longer. The stellar sales performers gave slightly fewer daily presentations but delivered them in a different order than prescribed…and spent significant amounts of time on some slides and very little time on others. A major re-engineering of the sales presentation library ensued with a major revamp of the sales training program and the sales force was reduced by 20%.
Prodyx ROI - average sales/rep have nearly doubled at a lower cost per sale.