Digital Media Industry: Sales Case Study

Overview

In early 2009, a large digital media organisation asked Maximus to develop and improve their internal sales capability to ensure they were able to achieve their sales revenue targets.

Client objectives

  • Support the implementation of their Strategic Selling Model
  • Provide sales tools to support the strategic management of accounts and sales performance
  • Build their expertise and leverage in the marketplace in order to achieve a greater competitive edge
  • Define the core competencies and associated behaviours that underpin Sales Effectiveness as well as assisting in the selection, development and retention of their sales force
  • To provide sales and account management development programs for each level of employee within their sales function
  • To build their sales leadership capability to assist in driving sales force effectiveness and achieve business outcomes
  • Increase sales activity and performance
  • Embed better relationships with customers via a Client Marketing approach
  • Significantly increase the yield generated by each Account Manager
  • Assist the salesforce to be more proactive and long term thinkers

Solution overview

Media

Outcomes to date

  • A well defined and structured sales process is embedded into the business and is used by all Group Sales Managers, Account Managers and Sales Executives
  • Competencies are embedded into the entire employee lifecycle, i.e. Recruitment, Induction, Performance, Development and Career Planning
  • All employees have the necessary tools and resources to support them in improving their sales activity and outcomes
  • Client meetings are more productive and outcome focused
  • Increased activity by sales force leading to more opportunities
  • New focus on coaching and career development

 

Feedback from business stakeholders

What a change you have cast across our sales force, we are now a very buoyant, energised and focused Sales Team.

It is great to see the hard work being rewarded so early in the piece. I think they were 2 very powerful days and woke a few people up!!!

Victorian Sales Manager.