Case
Study
The best way to demonstrate Insight for Sales Strategy is to
give an example.
Consider the fictitious enterprise, XYZ Corp. They offer a variety
of products and services. The value of a sale can range from
$25,000 up to $1,000,000 with selling time ranging from weeks
to months. While the enterprise has been experiencing rapid growth,
several of the sales reps have all been experiencing similar
problems. Projections for account closures are consistently moving
to future months due to "unanticipated circumstances".
|
There are about thirty
sales personnel at XYZ Corp., each with a wide range of experience.
Although all personnel go through an indoctrination, most of them
are pretty independent and have their own methods of selling. In
order to improve their projections and their income, a number of
the sales reps have begun using Insight for Sales Strategy. |
Nancy, with several years
of selling experience, recently joined XYZ Corp. After five months
in her territory she has a pipeline of prospects with projected closures
in each of the next several months. She believes that one of her
most promising prospects, ABC Enterprises, is about to close, with
a contract value of more than $500,000. |
