Telco Network Provider
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.
Client situation
The client is a UK Telco with a 3,000km national fibre network and a 75km London network. They operate in a very competitive market providing a dedicated dark fibre network to organisations with significant data requirements. After a good start to business in 2004, they had not been meeting their 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 (TSD); 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
installed the management objectives to
sustain the performance improvements
