The Challenge: Looking to boost performance, SuccessFactors called on Phone Works to assess the new inside sales team they set up to target small- and medium-sized businesses. What we discovered was that the company had a great product and was doing well with larger deals, but the new sales team had little structure, loosely defined processes, and no territories. Their focus was on inbound leads only, with no targeted prospecting. They were not measuring activities or process. And while they had technology in place, their systems were not customized to their sales process.
The Solution: Restructure their sales model, create territories, define their processes – including lead scoring and a prioritization system to guide reps for follow up – implement key performance indicators, and map their technology to their processes. To put it another way, we implemented Sales 2.0.