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Business Impact
NewsTrinamo Case Study 'D'
'Trinamo rapidly helped us to focus on our unique sales proposition and proposed several significant changes to our sales team and focus. Our sales focus, traction, bookings, pipeline and all round outlook are now showing strong improvement and we are much better positioned to achieve our global expansion goals' - CEO
Client situation
Our client’s software provides IT operations with the ability to model distributed business applications and link them to their supporting infrastructure. The client has been recognised with numerous industry awards and is privately funded. To raise additional funds it needed to hire senior management talent into key roles.
Project goal
Take a leadership role to manage the global sales team, close out a significant short term pipeline and implement sales processes to increase pipeline, win rate and sales results.
Project delivery
Trinamo audited the existing sales team and processes and installed an interim Sales Manager to deliver the recommendations and lead the sales effort, including deal closure, for the following two
quarters.
This included:
- Sales skills to successfully close deals
- Revised territories to increase focus and accountability of sales heads
- Clear sales process for field reps and telesales including activity metrics
- Systematic forecasting process including weekly ‘deep dive’ reviews
- Sales naturals’
- Customer centric selling tools
- Quarterly performance reviews
