This is really having a positive impact on sales performance and sales morale
- sales-i alerts identify account leakage, upselling and cross-selling opportunities and helps to recover lost business -
Solihull, UK – July 20th , 2009 – sales-i, (www.sales-i.com) the sales intelligence service for front line sales people today announced that the UK’s largest supplier of decorating sundry products, RoDO (www.rodo.co.uk) is identifying new sales opportunities and improving sales performance thanks to sales-i. RoDO’s National Account and field sales team has responded very positively to sales-i’s sales intelligence which gives them greater visibility of their customers’ buying behaviour through fast, intuitive, gap analysis and sales alerts.
RoDO was established in the early 1920s and supplies branded and own label products to all the major players in the UK trade, both under its own brands - including Professional, Windsor and ProDec - and in own label. The company also has a significant presence amongst independent DIY merchants, supplying branded products, including Fit for the Job, and own label.
RoDO took the decision to improve the way it delivers sales opportunities to the front line sales staff back in January and selected sales-i to deliver a highly intuitive sales intelligence solution across its sales and marketing operation. Underpinning this decision was the desire to address the difficult trading conditions encountered by many in the industry and to take a proactive step to limit its impact on revenue and customer attrition. Now six months down the line Geoff Winstanley, RoDO’s National Account Manager, is delighted with that decision and enjoying some very positive and visible benefits. “We are making great use of the sales-i sales alert function which automatically alerts us to any accounts that are not buying, or buying one product and not another, or whose sales have dropped etc so we are alerted to key sales opportunities. This is really having a positive impact on sales performance and sales morale” commented Geoff. “For example, shortly after switching-on sales-i, one of our field sales team identified a customer that had not bought from us for 2 years. Within a few days he had taken an order and re-awoken it as a live account. We have also identified leakage at several important accounts and taken increased orders as a result; and the buying trends visibility that sales-i gives us across other accounts means we are actively making appointments and identifying cross selling and upselling opportunities across our customer base.”
Sales force adoption has been very positive too. The RoDO team is undertaking daily sales analysis and using sales-i before and during calls to identify the cause of any leakage and to remedy it. “sales-i is very flexible and our sales force can use it at home or while on calls out in the field. This means they can be more effective, armed with up to the minute information on their accounts and this all makes for improved sales performance and targets are being achieved – so sales people are motivated to use it. From a call planning point of view if a sales rep can do 6 calls in an area, sales-i identifies which are the critical 6, so we are maximising our sales time working on the most profitable accounts.”
Kevin McGirl is sales-i’s co-founder and adds, “Identifying customers that have slipped or reduced their spend is more crucial than ever in this economic climate where looking after our existing customers is a very cost effective way to sell. sales-i can equip sales teams with this gap analysis information in a matter of minutes and arm them with real sales opportunities. This is exactly what RoDO has done maximising sales within existing accounts and reawakening old or dead accounts.”
sales-i© is a real-time sales intelligence service for frontline sales people. Through sales-i, sales professionals are equipped with real-time customer buying behavior alerts which are delivered by email and text messaging, empowering them to make better informed, personalized and faster decisions which maximize repeat sales and reduce customer slippage.
sales-i is a true Software-as-a-Service solution charged on a per-user, per-month, basis.
Sales and marketing organizations rely on sales-i to maximize their sales intelligence. This delivers protected customer share, better margins, visible cross-sell and up-sell opportunities and increased customer buying behavior know-how resulting in more intelligent, profitable selling.
sales-i is a privately held company with offices in California, USA and Solihull, UK. For more information about sales-i visit www.sales-i.com or email firstname.lastname@example.org
Carina Birt, Sarum
PR for sales-i
+44 1722 411150
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