CASE STUDY: Increasing Visibility!

Challenge

Northwest Oil Co. is an industrial lubricants solution provider. As a small business, the company was looking increase the productivity & 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 & measure the sales pipeline.


Analysis

Through analyzing the way the sales team was structured & 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 & prospect communication, activities and opportunities.

Solution

Focus America along with Northwest Oil Co. implemented 2 measurable changes.

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

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

Result

4-months after the project was completed a meeting was held between Northwest Oil and Focus America to review their progress since the implementation of the new tools. 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 & keep everybody far more productive & 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.”