Background
Effective Software are a leading player in the Health and Safety compliance software field. They enable large organisations such as Siemens and Eircom to manage their Health and Safety in a way that improves decision making, reduces time and complexity by delivering realtime information when and where it is needed.
The owner/directors of Effective Software identified a clear need for their business. They were growing rapidly internationally. They were growing their sales team and recognised the need to create a more systematic approach to selling.
They wanted to leverage their existing CRM system Salesforce.com better to measure performance and forecast better. They wanted a dynamic sales process in place that enabled a consistent sales approach across the sales team. And they wanted to coach the team in order to embed the sales process and pipeline management process.
Insthinktive’s Role
The initial phase of the project was focused on transforming how Effective Software measured performance and pipeline.
Stage one involved reconfiguring Salesforce.com in order to reflect the newly designed sales process. A weekly sales pipeline review was initiated to focus on pipeline growth and sales team accountability.
Stage two involved creating an Effective Software PRESENT Sales Playbook. This was customised to capture the ?ow we sell around here?at Effective Software. This involved regular sessions centred on building a repeatable playbook for generating sales.
Stage three involved team coaching in order to embed the PRESENT Sales Playbook methodologies. This involved role-playing and sales coaching sessions.
The Outcomes to date are;
- Effective Software have a reliable sales pipeline management and forecasting system in place. Salesforce.com has been configured to match the new sales process and sales pipeline management process.
- An Effective Software PRESENT Sales Playbook has been created which is the “Sales bible” for the organisation. This captures all aspects of the sales process including scripts, processes, measures and sales engagement tools.
- The team have been coached and trained and are currently going through an accreditation process for the PRESENT Sales Playbook methodology which will create a culture of high performance within the team.
Darragh Geoghegan – Managing Director
Client Feedback
Working with Ronan Kilroy has been a very beneficial experience for us in Effective Software. Not having a sales background made it difficult to develop and expand the sales team without the expertise and understanding that Ronan provided. The sales team has benefited immensely from the support on a one to one basis that Ronan willingly provided along with the group sessions on a weekly basis. As Managing Director in the company from our perspective Ronan has been proven to be a valued advisor and his vast experience of the sales process along with his knowledge of systems has helped set the tone for a high performing sales team.
One of the key elements in achieving the success seen by our sales team has been the development of our company specific Sales Playbook and the work done by Ronan to fully understand what it is we sell and how we should position our sales approach.
Unlike other consultants Ronan will not leave you dependant on his services but rather gives you the tools and confidence to take complete ownership of your own sales process but will alway be available should he be required.
I have no hesitation recommending Ronan Kilroy to either well established sale teams or newly developing sales organisations.
