Improve your export sales team efficiency

	The following case comes from OptiVente's references. It aims at illustrating the real marketing and sales case implementation. Export sales activity audit

Customer:	Large French telecom manufacturer with 15,000 employees, the concerned division includes 50 people.

Approach:	Prospection methods identification thanks to each salesman's interview(3), and af prospection tools analysis.

Duration:	Less than a week.

Assessments:	Salespeople (direct sales) had no prospection priorities among all their accounts: Appointments were generally only made with "easy" but non decisive accounts and non decision-makers. The only existing tool was an account list specific to each salesperson.

Recommendations:	Priority accounts determination: Exchanges proved that the best accounts were the ones with only a network equipment supplier. Priorities were reconsidered according to the competitor in place. *Account plans determination:* The prospection plans constitution by account, on the basis of an organization chart (which had to be made, most of the time) allowed to target necessary people. *Implementation or improvement of tools:* Strategic action plan (priority among accounts), Account plan, associated organization charts, Discovery forms which sum up all the information to know about a customer (people, roles, competitors in place, budget, timing constraints, their needs characteristics, etc...) Constitution of a database for communication actions, Improvement of too technical bids which did not emphasized offer benefits for the customer.

Some results:	Reconsidering priorities, led to a reassignment of more than 70% of appointment towards appropriate targets. Tools created real sales strategies for each account. Some contracts could not have been won without the tools implementation summing up customer information, and without the of key messages design. Communication actions (advertisement for new products or characteristics, exhibitions, new year wishes, etc.) happened without stress nor "failure".