Maximising Sales through Active Reporting
An international engineering company, a leader in the field of automation technology, engaged Percepta to assist with improving their sales reporting and provide visibility on sales activities. With a large sales team in Australia, visibility of the sales activities was critical to ensure the highest return on resource.
Our client experienced a challenge on how to improve their internal processes and reporting. They were using a paper-based reporting system requiring the team to complete a standard form for each sales visit made, which was then entered into a database and filed.
Our client recognized the need for change and wanted to drive this through technology implementation which was not onerous to use. They wanted to ensure implementation of a streamlined system that would be easily adaptable and not expensive to put into operation.
How we did it
Once we were engaged by the client, Percepta very quickly applied a two-pronged approach of customer training and rolling out the i-snapshot product. There were no expensive hardware installations and training of the staff was conducted promptly to start receiving a return on investment.
The sales team use a simple coded text message at the end of each sales visit to record a series of information, which is then forwarded to Percepta’s central database for reporting. Once the team became familiar with the process, Percepta trained the key management staff on reporting procedures and managing the process in-house.
The reporting is done immediately through use of the i-snapshot technology, reducing room for error and time spent doing it. There also was no excuse for missing paperwork any more.
The time and money saved on data capture, paper, and postage, and giving back more selling time to the sales team, has certainly paid off for the client.
The visibility has also proven to be very useful. The client was able to build a good picture of where they were in terms of sales activity against productivity, giving them a good benchmark on where they were headed.