© i-snapshot 2009

This is Sam

Sam was the Head of the Field Sales team…

From increasing pressure from the CEO and the Board.

But… Sam was stressed, and under huge pressure…

“Do something differently”

“Increase sales revenue”

“Increase sales from existing customers”

“Decrease customer churn”

“Demonstrate sales force accountability”

“Increase sales across product categories”

But Sam had many problems which stopped him from doing this…

Sam was operating with minimum resources after the recession…

He had limited visibility of who had been visited, what was discussed and why some individuals were succeeding and some weren’t…

the majority of the sales team weren’t using it, and he couldn’t get the type of reports he needed from it!

He has a CRM, but…

So what did he do?...

He went back to the start & looked at the wider sales strategy…

This was to…

Reduce customer churn…

& increase spend with existing customers.

Launch new products

Next Sam decided how him & his team could meet these objectives…

…Spend more time with key customers and customers identified as ‘at risk’

…Identify customer’s spend potential & refocus activity to where there is room for higher spend

…& ensure the sales team are in line with marketing & introduce new products in every visit.

He then identified the metrics on how he would measure and influence the teams activity…

70% of visits should be to key customers

…600 accounts were identified as having ‘higher potential’, all of these should be visited within eight week cycles

…for every visit in the next 12 weeks, the delta range should be presented

Sam knew what he needed his team to do and what he needed to measure…

But he didn’t have the tools to do this…

But then Sam found i-snapshot.

All his team needed to report their activity via a Smartphone App or SMS…

…And an internet connection to access the reports on the online dashboard.

How does it work?...1) Immediately after a meeting, the sales person writes a text message or uses drop down menus on the app to report their visit, all done in >1 minute!

The message is then sent to i-snapshot…

And Reporting is Done.

The secure software continuously updates the date, ready for Sam and his Sales Managers to view online.

Objective: To reduce existing churn of customer base.

Which Which customers customers have not have not

been been visited?visited?

Objective: To increase customer spend

Who is over and Who is over and under performing? under performing?

Objective: To launch new products

Are the teams introducing the Are the teams introducing the Delta Range as needed?Delta Range as needed?

Now Sam has all of this key real time information on sales activity at his fingertips both on line and scheduled to his in box

Sam is now Sales Smart and has the information he needs for him and his team to perform at their best.

Sam is a Hero!

…to the Board

“This was low risk and we’ve had a high return and it has leveraged value to our CRM investment”

“The sales team are high value”

“Customer churn has reduced”

…to the CEO

“My board are happy we’ve increased shareholder value ”

“We are ahead of our YTD targets.”

“The team are much more efficient and effective.”

…to the Sales Manager

“I have much more visibility”

“I have access to reports ready to present to the CEO and the board”

“I can see which individuals are struggling quickly and help”

…to the Sales Team

“We save hours per week on admin, freeing up more time for selling!”

“We are being directed to much better prospects & leads.”

“We have handy tools to help us in the field, such as last visit notes and actions.

Contact us today to find out more about how you can increase the value of your sales team…

T: 01642 208999E: marketingadmin@i-snapshot.comW: www.i-snapshot.com