How to Use Technology to Build a World Class Field Sales Organization

w w w . l a n d s l i d e . c o m Building World Class Sales Organizations

© Landslide 2009. All Rights Reserved

How to Use Technology to Build a World Class Field

Sales Organization

Building World Class Sales Organizations


GoToWebinar Attendee Interface1. Viewer Window 2. Control Panel



Compressor Systems, Inc.

• CSI is a privately held company formed in 1970

• Specializes in the fabrication of Natural Gas compressors.

• Business focus is Rental and Sale of various sizes of natural gas compressors.

• Customers include oil and gas producers in the Central United States.

• Currently employ about forty sales people






Natural Gas Compressors



Compressor in the Field




CRM the Quest…

• Six Sigma project to define a win/loss or close ratio for sales

• No data to support a conclusion or plan of action

• Need for a measurement system that was reliable & reproducible

• University of Chicago Graduate School of Business




Internal Data

• ERP generated 437 quotes with a win ratio of 81%

• Poll of Sales people indicated CSI received 2,700 opportunities in the same period

• Need for a measurement system that was reliable & reproducible

• We had no records, no data, & no way to track customer requests or activity levels.




Vendor Selection

• Landslide the clear winner with 7 of 9 votes• Two additional demos focused on specific sales

activities at CSI. Two account managers remained active users of the product developing sales focused tools.

• Product is customizable and feature loaded and will easily accomplish what we need.




Timeline- Internal processes 3 – 4 months- Landslide implementation ~ 3 months

• Product rolled out at annual Sales meeting• Phase one included on line training in small

groups• Critical information easily accessible, Inventory

list, Automated Weekly reporting, Quick Quotes, Shared Notes, etc







Landslide Activity Level

0

50

100

150

200

250

300

350

400

450

500

6/2/

2008

*

6/6/

2008

6/13

/200

8

6/20

/200

8

6/27

/200

8

7/4/

2008

7/11

/200

8

7/18

/200

8

7/25

/200

8

8/1/

2008

8/8/

2008

8/15

/200

8

8/22

/200

8

8/29

/200

8

9/5/

2008

9/12

/200

8

9/19

/200

8

9/26

/200

8

10/3

/200

8

10/1

0/20

08

10/1

7/20

08

10/2

4/20

08

10/3

1/20

08

11/7

/200

8

11/1

4/20

08

11/2

1/20

08

11/2

8/20

08

12/5

/200

8

12/1

2/20

08

12/1

9/20

08

12/2

6/20

08

1/2/

2009

1/9/

2009

1/16

/200

9

1/23

/200

9

1/30

/200

9

2/6/

2009

2/13

/200

9

Active

rental only

sold only



Compressor Systems, Inc.Activity by HP

0

20

40

60

80

100

120

140

0-100

100-200

200-400

400-600

600-800

800-1300

1300- up




Sales Improvements

• 95% adoption rate• Cut admin time for sales by 1-2 hours/week/sales person• Communication between sales offices dramatically

improved - provides perfect sales call memory• Accurate forecasting of products to be added to the fleet.• Product Support Sales Reps follow sold equipment with

spare parts orders and other services.• Delinquent accounts are very visible to all involved

managers.



The science of getting your field sales adopt a sales process















Best Practices for Field Sales

• Develop a Selling Process

• Use Conversation Guides for Effective Interactions

• Access Notes and Account Summary

• Research and Prepare before your meeting

• Outsource Your Data Entry

• No Opinion Forecasting



Outsource Data Entry • Data entry for contacts, notes, and opportunities• Updating accounts, and manage schedules

Outsource Data Entry



Build a Selling Process1 – Field Sales - Selling Process



Use Conversation Guides



4 – Monitoring Tools • Volume of deals flowing through the production line• Velocity of deal flow• Effectiveness of the sales tools• Effectiveness of salespeople

No Opinion Forecasting



Customizable Sales Process by Industry, Sales Culture, Product and Mode

Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team

Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools

Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support

Landslide - Field Sales Production System



Landslide Industry Recognition

• Gartner Group • “Magic Quadrant 2009 - Visionary Sector”• “Magic Quadrant 2008 – Visionary Sector”• “Magic Quadrant 2007 - Visionary Sector”• “Cool Vendor of the Year 2007”

• Frost and Sullivan • “Innovation of the Year 2007”

• Small Business Technology Magazine• “Product of the Year 2007”

• CRM Magazine Award• “One to Watch 2008”• “One to Watch 2007”



Thank You!• Download Landslide’s Sales Manager Toolkit!

This toolkit contains expert advice for today’s sales leaders, including videos, podcasts, articles and access to ProvenPath, Landslide’s free sales process builder.

Go to http://www.mylandslide.com/forms/toolkit now to register!

• Contact us:rig Phone: 1-866-450-8522

Email: [email protected] Web: www.landslide.com

• Download Today’s Slideswww.landslide.com/webinar

http://www.mylandslide.com/forms/toolkit

mailto:[email protected]

mailto:[email protected]

http://www.landslide.com/

http://www.landslide.com/webinar