Optimization of the sales function
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Profile of the client
- Project demands: Optimization of sales function and realization of internal CRM workshops
- Client: Another Slovenian company from the sector
- Sector: Telecommunications
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Client's demands and problems
The client’s company was at the time of the beginning of the project reaching its third year of operation in the Slovenian market. After the first two years of competing with the first Slovenian provider, the company followed a new impetus by incorporating the company into an international telecommunication corporate group. The first stage of internal reorganization, mostly in the field of human resources, offer of new services, and also by intensifying marketing campaigns already gave most encouraging results that were evident from an increase in the market share. To ensure defence and future growth of the market share the client’s management wanted to internally organize themselves more effectively in the field of sales and therefore invited the advisers of SIGEM Business Consulting to participate.
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Project goals and tasks of SIGEM Business Consulting
Basic goals of the project: Optimization of internal processes of the sales department in order to raise the sales results of the company in the long term.
Operational goals: The advisers of SIGEM Business Consulting divided the goals in two interconnected connected sets according to the type of activities that were performed:
- Renewal of processes in the sales department: Definition and the necessary standardisation of sales processes, formation of immediate and long-term improvements of the company’s sales function, implementation of defined improvements;
- Realization of internal workshops for the employees to: gain new (self)motivated, communicative, and leadership knowledge and skills; gain new (CRM) or strengthen and improve previously gained sales knowledge and skills; understand and, with the help of acquired knowledge and skills, implement improvements of existing and introduce new business processes in the sales department.
Tasks: Record of the existing situation in the client’s company and the definition of processes in sales / Preparation and realization of workshops for the personnel of the sales department / Optimization of the complete sales function of the company / Introduction of new and optimized processes to the participants / Implementation of optimized processes.
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Solution of SIGEM Business Consulting
The advisers of SIGEM Business Consulting identified on the basis of the analysis of the existing business model (emphasis on employees and processes) approximately twenty improvements in the fields of customer relations management, project management, sales function, and support functions. Simultaneously with the formation of a future situation of a renewed sales function, the advisers carried out the training of important employees in sales in the fields of CRM, leadership, motivation, and sales knowledge – all of this to ensure better competitiveness of sales organization of the client on the Slovenian market. Based on the results of the project, the client was able to ensure the immediate introduction of the optimized sales function and increased knowledge and motivation of employees which took part in the realization of optimization.
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Service employed: Company's HRM strategy