Business Machines
Our clients in the business machine industry have a focus on sales rep accountability and productivity. Their research has shown that there is direct correlation between number of sales calls and revenue and that success in this highly competitive industry can be directly related to the strength of the sales force. These sales reps are typically compensated by a combination of salary plus commission. They make between 5 and 10 sales calls per day. The key information these companies want from sales reports is competitive contract expiry, product opportunities, pipeline information and forecasting along with sales rep activity.
Let's take a look at a report sent in by a sales rep, Paul immediately after this call. This report took less than 45 seconds to send via the FrontRow Sales Pro app on his I-Phone.
- Paul had a prearranged appointment with Best Accounting at 10:40 am on April 17/12.
- This was Paul's second sales call of the day and his first call to this company.
- Paul learned that Best leases 4 printers through an upcharge on paper.
- The contract expires on Nov. 1/12. Best does not wish to expend capital to purchase printers and prefers to continue to lease.
- They are happy with their current supplier, Acme Business Machines but would like to upgrade printers and are price shopping.
- Paul set up an appointment for July 15/12 to present product options and pricing.
- He forcasted $50k sale with 50% projected in 90 days.
- In the notes section, Paul wrote the current printers were Acme 500A's.
This report was received by management within seconds of it being sent. A task assignment went to sales support to begin working on product options and pricing. In addition, the forecasting information updated both the individual and regional databases.
FrontRow Solutions was chosen as the reporting tool for these companies because of its ease of use and unobtrusive nature.These sales reps previously sent in reports at the end of each day shortening time available in the field. Reporting on the FrontRow system takes less that 5 minutes per day and compliance is well over 90% making the data collected much more meaningful. The pipeline and forecasting information is now a valuable asset to both sales rep and company.
These companies have seen a dramatic increase in sales rep activity and productivity. They atttribute this to both the real time accountability component of FrontRow as well as the increased selling time available. They have also gained insight into sales reps strengths and weaknesses and have used this information to provide individualized personal development programs for the sales force. This combination of improved quality and increased quantity has had a huge impact on improved revenue for these companies.
