Northwest Oil Co.: Increasing Visibility

Challenge
Northwest Oil Co. is an industrial lubricants solution provider. As a small business, the company was looking to increase the productivity and visibility of their sales organization. Their largest challenge was the lack communication and structure within their sales team. There was also an inability to track and measure the sales pipeline.

Analysis
Through analyzing the way the sales team was structured, and by assessing their overall internal company communication, Focus America concluded:

There needed to be one uniform sales process.
Each employee was “their own island of information” with regards to customer and prospect communication, activities and opportunities.

Solution
Focus America, along with Northwest Oil Co., implemented two measurable changes:

The implementation and customization of the Sales Roadmap – Focus’ 8-step sales methodology; and
The integration of Salesforce.com as their Customer Relationship Management (CRM) software; completely customized, with all databases merged into a single location.

A sales training session was then held to teach how to use the Sales Roadmap and Salesforce.com.

Result
Four months after the project was completed, a meeting was held between Northwest Oil and Focus America to review their progress since the Sales Roadmap and CRM implementation. There was a significant difference in the visibility of information relating to the status and communication of clients and prospects. Harold Jackson, Jr., President of Northwest Oil Co., was now able to see a complete snapshot of account profiles, evaluate the entire sales pipeline, and keep everybody far more productive and efficient.

Praising Focus America’s results and work, Mr. Jackson Jr. wrote:
“Mr. Rabie’s solution met the needs of Northwest Oil Co. and he was able to complete the work in a timely manner. Those companies who desire improvements in productivity, performance and greater visibility of their sales organizations should consider contacting Darren at Focus America. His sales solution worked for us.”