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NewsTrinamo Case Study 'A'
‘Through very practical, specific advice and useful debate, we were able to make swift changes that worked within our company’s culture but moved us to a best practice model of sales management.’ - Commercial Director
Client situation
The client is a UK Telco with a 3,000km national fibre network and a 75km London network. It operates in a very competitive market providing a dedicated dark fibre network to organisations with significant data requirements. After a good start to business, it had not been meeting its sales targets.
Project goal
Audit sales performance and processes and deliver recommendations to improve sales performance and meet sales targets.
Project delivery
Trinamo Sales Diagnostic; a thorough diagnostic of the sales department and sales processes to produce an in depth report to the board outlining key recommendations to drive sales growth.
This included:
Scrubbed forecast
Skills audit Implementation of salesforce.com
A redefined sales process
Formalised sales training programme
Revised compensation plans
Revised sales management structure
The last step was a workshop which installed the management objectives to sustain the performance improvements.
