Construction
Sales reps in the Construction industry using FrontRow Solutions as their reporting system call on contractors, builders, architects, wholesalers, retail stores and building sites. These reps are generally not computer or technically savy nor do they have a history of submitting sales reports. They are mostly salary based employees with some smaller percentage commission plans and/or a bonus system.
The following report was sent in by sale rep John via his cell phone on the FrontRow Sales Pro app. It took John about 45 seconds to complete.
- Sales rep John had a prearranged appointment with Michael at Mike's Contracting at 2:40 pm on May 5/12.
- This was John's 4rth call of the day and his third to this account in the last quarter.
- This was a follow up call from a previous appointment on April 27/12.
- John presented the specs on a new heating unit and provided pricing for 20 units.
- Michael complained about previous backorder issues but did like the specs and the pricing on the heating units.
- Mike is letting John know his decision by the end of the week.
- John upgraded his forecast for $80k to 80% with closing in less than 30 days.
This report was received by management within seconds of it being sent. The information updated the pipeline and forecast databases. Management was able to audit this account and see that Mike has been working on this project for the past 5 months and has reduced the forecast amount several times.
The FrontRow system was chosen because it is cell phone oriented as well as for its simplicity and ease of use. Sales reps in this industry make a lot of cold calls. FrontRow gives these reps the ability to retrieve notes, quotes and contact information on their cell phones through the FrontRow Sales Pro app helping them to be prepared before each call. This feature has fully engaged these sales reps and compliance in this industry is over 90%.
These companies wanted to bring some accountability to their sales force along with gaining some feedback with regards to customer issues, product features and forecasting which are all critical to this challenged and competitive industry.
