For many years, the Tetley Harris sales team relied solely on spreadsheets.
While this solution worked well for awhile, there came a point when the system was doing more harm than good, particularly when it came to monitoring leads and tracking opportunities. Although the company had targeted approximately 100 customers, the team wasn’t really engaging with them or actively selling to them efficiently.
As Trevor McSwain – Regional Sales Manager, tells:
“We had a pretty sorry, almost pathetic, process with 10 to 12 opportunities that would get worked throughout the year. Everybody was swinging for the home run.”
To be fair: These were all “big” wins, so it made a lot of sense to stay laser-focused on a small number of accounts. The issue, however, was that it became incredibly difficult to go after those $50,000 and $5 million-a-year customers and keep everything organized. And a lot of smaller, but high potential, prospects weren’t even making the spreadsheets.
In setting out to find a better solution, McSwain’s goal was simple:
Give Sales a platform that will free them to spend less time managing and more time interacting.