This is when you know you need Sales Enablement

Sales and Marketing Management Magazine published Jeanne Hellman‘s article ‘A Sales Optimization Strategy’, on November 16, 2009. Here the part that takes a historic look at the company [Nortel Networks] where Jeanne and later myself drove the adoption of the BizSphere Sales Enablement solution:

A Case Study

A global telecom company decided to implement a Sales Enablement strategy mid-2006 as part of a larger business transformation initiative to reduce SG&A (selling, general, and administrative expenses of an operating budget) and to address long-standing complaints from the sales force. It was a heavily matrixed, global organization with approximately 450 products, 30 solutions, and more than 90 different professional services, and every seller was expected to sell “everything on the truck.” Information was spread around 20-plus team sites and the corporate-sanctioned sales portal, which hosted more than 6,000 documents distributed among 185 different document types, not to mention the separate competitive and business intelligence sites; installed base sites; and the mix of ordering, pricing, proposal generation, customer relationship management (CRM), and tracking tools. In addition, there was no federated search (no common search platform).

As you can imagine, it took sellers hours to look for basic information (validating numerous studies from several industry analysts). Seller confidence in marketing was low and complaints were high, as was attested to by the yearly seller satisfaction surveys (or dissatisfaction surveys) that had been conducted.”

Be sure to see the post ‘Case Study of one of the biggest Sales Enablement application implementations’ as it gives you the detailed document on the case above.

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