“We needed powerful design and specification software to improve our dealers’ capacity to configure and specify our furniture products. DPT methodology helped us identify, evaluate, select, negotiate and recommend the best package to our dealers. Now 96% of our dealers use the new software, with very positive feedback.”
Process Focus
A multi-billion dollar building products company planned to implement a Customer Relationship Management software package to standardize on a single technology platform and help with consistency in driving new sales within a fast growing market segment. After engaging DPT and going through the Scope and Readiness™ process, we identified both the steps and challenges to achieve success. We worked together to develop a solution based upon a standardized sales process that would begin a culture shift toward a more proactive sales management approach. This included new pipeline management techniques for the sales teams while instituting a coaching and mentoring atmosphere for the sales management team.
The result was an emerging use of CRM as a productivity tool for the sales team with a corporate benefit of consolidated processes and reporting for the management team. Productivity gains for the sales team included a reduction in the amount of time spent reporting status to management, a phased approach to manage opportunities to help “achieve their quotas”, and an increased understanding of the expectations utilizing a standardized pipeline management sales process. The management team has direct access to the current sales information to assess where they can best spend their time to help more effectively drive sales to a close.