Case ICT-company

Customer Challenge

Customer sales management was not able to conduct reliable sales forecasting to the sales review meetings. Sales forecasting variation was more than 30 percent and sales management had no tools to make corrective actions proactively.

Solution Provided

In the beginning Customer defined a systematic sales opportunity management process that was imbedded into the CRM tool. Then management and the sales force was trained to follow the process and apply the sales tools and techniques to better engage and understand the customer buying cycle.

Benefits

Sales forecasting accuracy improved dramatically. After two years of the first training workshop sales forecasting variation has dropped down to 3 percent. Sales management has now a better foresight of the future than it had before.

Why CCSE?

Customer Centric proved that among the methodology the experts are able to help in implementing sales process, introducing the sales tools and helping to commit the sales force for applying the process.