Sales Prospecting Process
Business Case
- Prospecting inefficiencies were negatively impacting the calling process.
- Calling strategies were inconsistent across the business.
- The organization lacked the ability to understand the gap between performance and CTQs (critical to quality).
Actions Taken
- Teamed with the national sales manager to develop the strategy for the overall project.
- Developed a guidebook, which defined the prospecting process and demonstrated its value. The guidebook was based on the lessons learned from the Customer Analytics project and a loyalty study.
Business Results
- The guidebook provided a training vehicle for sales reps, included operational definitions, frequently asked questions, and process maps.
- Productivity improvements were realized as sales reps classified customers into strategic and non-strategic, and prospects into high priority and low priority.
- The calling strategy was based on customer CTQs, provided structure for sales reps efforts, and helped to build long term customer loyalty, leading to growth.