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Objectives
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Tactics
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Improve Client Expectation Management
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- Sell Discovery and Assessment (DnA) Engagement - In process currently
- Improve Communication between Acct Mgrs, PM's, and Client
- Sell eStrategy Engagement - In process currently
- Sell Maintenance in initial Sales Cycle
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Improve Prospecting/Qualification
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- Sales learning & training - Begin by 1/1/2001, complete by 3/1/2001
- Track success and retrain - Ongoing
- Define and instill sales processes throughout organization
- Get back to fundamentals!
- Complete Microsoft Certified Sales Specialist certification - Complete by 2/1/2001
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Enhance Client Retention
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- Deliver successfully on promises (on-time, on-budget delivery)
- Formal Account Manager position - Need to implement ASAP
- Improve customer relations skills
- Instill "Customer is King" philosophy throughout organization
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Define and Enhance Sales Processes
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- Define input to & from Solutions Development Group (SDG) - Complete by 12/15/00
- Identify Sales Team earlier in process
- Standardization on CRM system - Salesforce.com
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Enhance ability to sell value/quality of our services
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- Define what the value & "quality" of our services are - Complete by 2/1/2001
- Effectively sell this value & quality
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