Front Row Solutions

Introduction

Front Row Solutions’ value proposition is simply: To increase our customers sales force productivity and revenue with an ROI of less than 2 weeks. So if this tweaks your interest, read on…..

 Background

With the proliferation and commoditization of CRMs, the big question is still, “Why do so many of these sophisticated, complex, and often expensive pieces of software NOT produce the expected increases in sales  (and have no associated ROI)?”

This conundrum has bred a 2nd wave of what I call “Anti CRMs” which have the specific objective of increasing Sales Effectiveness, and Results. Hence the term, Sales Performance Improvement Systems, or SPIS for short, for only those systems that can show increases in Results…

Albeit still technology based, sometimes SPIS are very simple. So Front Row Solutions has a web based Sales Activity Reporting & Management System that is extremely simple & fast to use, and which has produced rapid increases in sales for its customers by focusing on a single, very critical aspect of selling: calling on Customers and Prospects.

Sound silly… Well consider this, when I conducted a sales force survey for a $6 billion technology company, one of my most dramatic findings was that the average sales person spent less than 18% of their time talking with customers or prospects. Without going into where they spent the other 82%, by just focusing on raising this percentage to 25%, guess what, sales increased significantly, more than 50%…without any major investment in sophisticated training programs or complex CRMs!
 
So here is proof that Front Row’s Solution really achieves increases in sales for and with their customers….

 3 Customer Feedbacks

From a Salesman: ” For the last 10 years I’ve been wasting an hour and a half per day putting ******** into my CRM system to keep my bosses happy. Now I use Front Row Solutions with its texting system so all my reporting is done in less than 5 minutes per day and I have tools that actually help me.”
Bob Pallante, Sales Representative, Lynx Medical Products

From a Sales Manager: “Front Row’s system gives hard data on calls, which leads to increased productivity via better time management, resulting in a significant increase in sales productivity.

Our new Sales Reps are productive in much less time, and there are many features that they like, eg: personal notes re: customers. It’s easy to spot problems such as sales reps calling 5 times on same buyer without a sale,  and we also need fewer sales managers, eg: 1 manager now has 25 Reps.

In short, this system call help anyone in a Sales Call Driven Business.”

Geno Reddick, Sales Manager, PDC Inc.

From a President: “I was amazed that the system gave us all the activity details, allowing us to know what was happening in real time (versus reports from last week). Also Front Row did a good job of avoiding the Big Brother Syndrome by securing the buy In from our sales force during the implementation phase.

Our top sales people need to see 300-400 businesses per year, and the bottom line was that our Sales People were in front of more people, giving us better Sales Results.” Gary Campbell, President, Canwest Directories.

Front Row Solution’s Solution
So let’s take a look at how and why Front Row are able to achieve increases in sales for and with their customers….

Imagine the change in revenue and profit in your company if every sales person made just one extra sales call per day?  Here’s the maths….. 

• 1 call x 220 work days per year. 
• That gives 220 additional sales calls per person, per year.
•  If your close ratio is 1:10 that’s 22 more sales per rep per year. 
• If your average sale is $1,000 that is $22,000 in additional revenue.  
• If your sales reps could also improve the quality of their sales call and improve their close ratio to 1:5
• And if they could increase their average sale to $1,500 (44 x $1,500)
• Each sales rep would bring in an additional revenue of $66,000 per year.  

Well imagine no more!  Front Row Solutions, has addressed this challenge by simply focusing on how to increase the quantity and quality of every sales call by creating a revolutionary system incorporating the text messaging capability of the standard cell phone. 

After every sales call, the sales person sends a short-coded text message to the Front Row servers.  This text message is 10-15 key strokes long and takes less than 30 seconds to send.  Once the message hits the Front Row servers, within 3 seconds they:

• Identify the sender
• Date and time stamp the message
• Decipher the code
• Provide the management team with real-time sales metrics. 

The immediate result of this is an increase in sales rep activity. 

What’s in it for the sales reps…Well how about increased sales + the sales rep gets a number of personal productivity tools such as:

• Sales reporting in less than 5 minutes per day,
• Automatic follow-up reminders to their cell phone,
• Prospecting population of Outlook calendar,
• Route planning, and note retrieval by cell phone, to name a few.
• Access to training videos and articles which they can use to address personal weaknesses or training needs.  

All the above enhance the sales rep’s buy-in, compliance level (which stand at an amazing 95%), and improves their personal performance. 

With the Front Row System, management can identify the strengths and weaknesses of every sales rep and provide custom training programs or coaching.  It can be used as a standalone system or integrated into your CRM System to bring real time information, sales force, productivity, training and sales rep insights. Again, this can dramatically improve sales rep buy in and compliance.

How and why Front Row increases Sales?

The result is a sales force with increased quantity and quality of sales calls on customers and prospects, resulting in an ROI in a matter of days.

Conclusions

Complex, expensive, latest technology, “do everything for everyone” CRMs are not necessarily more effective in terms of increased sales results.

Above all, you need to know and fix the right obstacles to sales effectiveness. So if Sales Activity, ie: more & better time in front of Customers and Prospects is your problem, Front Row Solutions can help you!

With offices in the US and Canada, you can see more about this exciting company at: www.frontrow-solutions.com.

Peter Michie, PERFORMAX