1.Better Visibility of Accounts
Everyone from Sales Director to Sales Representative now has better visibility of the Seco Customer and Prospect Accounts so they know where their sales are located and where to best allocate both time and human resources.
The visibility of customers and prospects in line with the locations of Sales Representatives has led to the realignment of existing sales territories ensuring that all reps have a balanced and manageable workload.
3.Better Resource Coverage
A number of areas lacking coverage were identified when analyzing the location of staff and clients that highlighted a number of opportunities for Seco. This allowed Sales Representatives that were in an area that was overserved to be given an opportunity to relocate and take on a role in a territory with a higher number of accounts. This real location of resources also helps with recruitment challenges.
4.More Time Spent with More Customers
As a result of the balanced and manageable workload mentioned above Seco achieved a higher level of customer engagement that leads to more projects being uncovered offering the reps more opportunities to upsell. These accounts would have previously been left lower down the priority list as they were difficult to access.
5.Higher Staff Retention
Due to the visibility of both staff and customer accounts geographically, they were able to relocate staff rather than let them go. This means that fewer jobs are lost, time is saved by not having to train in someone new and customers are being better looked after. By placing staff in the right locations and providing them with a manageable workload, Seco has been able to retain skilled staff, reduce staff turnover and better serve their customers.
6.Quicker Rep Onboarding
New Sales Reps are now getting a quicker understanding of their territory and the accounts that lie within it. With a quick view of their map, and the ability to drill down, they understand their territory and pipeline much faster than looking at a spreadsheet or CRM system. This increase in efficiency and faster familiarization of accounts allows the new reps to spend more time learning about the company, the sales process, and the products they have to sell.