Producing Results Through

Greater Selling Efficiency

Jayme Sperring Vice President, Sales and Marketing

Scientific Drilling

MagTraC_Animation.wmv Embedded, plays on click full screen; 1:54 minutes

The Tipping Point

• Commoditization places more pressure on the customer experience…A “Sales First” climate change

• Revenue is generated by a fraction of our sales force

• Flat market conditions drive a critical desire for market share

• Overworked management and lean technical support

• No on-boarding processes outside of basic product training

• Slow speed to market for new technology

• Poor cross-functional collaboration

• Siloed approach to selling; broken communication

The Challenge

The Overarching Driver

Improved Seller Efficiency

SALES ENABLEMENT:

“Inserting confidence and insight

into the sales process that leads

to greater sales productivity”

Our success was contingent upon the performance of our average

sellers, who required competency

training and intentional “just-in-

time” coaching.

Moving the Curve

Sales Enablement Wins

• Field sales and account management working together

• Dramatic improvement in market intelligence

• Mobility played the greatest factor

Team Connectivity

Shorten Commercialization Process • 17% increase in new technology revenue YOY

• Average two months less in product pilot testing

• SME’s playing a strategic role in the business

Sales Productivity • 18% increase in Revenue per Project

• Growth in a flat market

• Performance and Xchange adoption are accurately correlated

The Xchange

• The Three Rules of Knowledge

• Exponential gain in communication

• Platform for product launches

• SMEs connect more effectively and efficiently with sales/operations

• “Man discovering fire!”

The Answer

On The Horizon

• Increased usage for leadership communication

• Formation of a leadership steering committee

• Proposals application for effective tender management

• TEAMS application for strategic account management

• Further adoption strategies for non-commercial departments

• Planning and preparation for a CRM environment

Thank you

For more information

SAVO Web Site: www.savogroup.com

Sales First Nation: www.savogroup.com/sales-first-nation/

SAVO Products: www.savogroup.com/products/

SAVO Phone: 312-276-7700