Background

For this company, data excellence has been the driving force for over 40 years. Proven automated business and education solutions include quality products, as well as a full complement of professional and outsourcing services.

The outcome of this project was to collect and analyze data from which prioritized recommendations for increased sales would be provided. This enabled the creation of a strategic sales plan with alignment of all the key components. This was an expansive effort that made no assumptions regarding solutions based on individual perceptions or precedence. Of greatest value was the determination of what was best for the company, right now. This stopped the continual wasteful expenditures that, while made with good intentions, were not effective.

Significant research, interviews and fact-finding determined the actual ramp-up time for new field sales representatives. Findings were compared to existing management's perception of ramp-up time. Specific variables that impacted desired productivity (both positively and negatively) were researched and identified. Potential actions that affected positive movement towards faster productivity were documented.

The following highlights the key focus areas that were identified:

Challenge

• Regional directors were spread too thin and were too busy to adequately observe, monitor and correct behaviors in the early weeks of employment
• Success was measured by revenue numbers only - lagging indicator
• No activity or behavioral measures to provide an early indication of issues or concerns
• Current training was product focused vs. customer solution focused
• No standards for performance, success formulas or plans to assist Representatives in working the right way
• The culture created "conformity" in new Representatives.

Results

• Sales management structure and expectations were changed to provide for significant observation and coaching of new and underperforming sales representatives
• Specific ramp-up time objectives were established (6-month roadmap of required activities)
• Identification of key inhibitors to desired productivity
• Impact analysis of each identified inhibitor/obstacle
• Prioritization of highest impact issues needing addressed
• Prioritized list of recommended actions to ensure faster ramp-up time - and more productive sales
• Cost/Benefit analysis of each proposed action
• Recommended timetable for implementation of each action