Account Management to Solution Sales
A national company had historically provided a range of services to a fairly stable market through a 25 person sales team that essentially served as account managers. Changes in the market and the growth of competitors had reduced the margins in much of their offerings but at the same, a huge opportunity had appeared with significantly higher margins. The new market however, required persuasively selling a new and complex solution.
- First, BWD SalesMatcher was used to inventory the sales strengths of the team. There were some who were ideal for selling the new program, and some who were not. The DATA was used to match the people to the position that best matched their strengths.
- Second, the DATA was used to organize the most effective reporting relationships among the team.
- Where there were new managers, BWD Manage Me and My Manager reports provided a fast start to the relationships.