Jonathan Hamer

XpertHR provides practical guidance software with subscribers around the world, and a sales team based across US and EMEA. They wanted to drive sales performance across all sales disciplines from new business through to key accounts.

The strategy was to define and create a universal sales process and methodology that could be adopted across the sales teams but agile enough to scale according to the role requirements.

Salecology developed their sales model to incorporate Opportunity Management and Account Development processes, plus developed an “Insight” based sales approach enabling:

• Structured framework to measure ‘What Good Looks Like”
• A kick-off event to launch the new model and sales process
• Launch of The Big 6 behaviours that each sales person needed to master
• Introduction of EPIC to enable better engagement with the customer
• Opportunity plans used to qualify, manage and improve quality of pipeline and close ratio’s
• Account Plans to target upsell and cross sell opportunities as well as subscription renewals
• Enhanced value propositions delivered to the clients demonstrating and proving investment
• Embedded Sales Manager coaching to drive consistency and behaviour improvement

ROI and Outcomes:

• Revenue growth of 15% in Q4
• Discounting reduced by 22%
• Sales cycle time reduced by 16%
• New business increased by 170%