Case Studies
Highlights...- New capabilities streamline and professionalize a formerly difficult chore
- Annual sales targeting becomes more “science” than guesswork
- Responsive design and deployment outperformed all previous engagements
- Client achieved 100% compliance in adoption of improved targeting system
XL Group watched one of its clients struggle with their annual process of managing and organizing their sales targeting. At the beginning of 2009, XL Group was asked to provide a means by which the sales reps could select their 2009 targets. The client wished to give the sales force the ability to access a pre-selected (suggested) target database, but also give them the ability to make alterations to those selections-with managerial approval and oversight. While the target database was sourced from another vendor, XL Group consulted on the selection criteria and integrated these into the client’s Sales XLerator web portal.
We understand that “things change”-even during a deployment
As with the introduction of any new system, change management played an important role in the successful implementation of the new technology and process. XL Group worked closely with the client to respond quickly to dynamic requests that changed the nature of the deployment, effecting many significant improvements in “overnight” iterations.
One later-stage modification was a request for a “Top 40” capability that necessitated a new target file ranking all key customers. This updated targeting file was provided to XL Group from the third party vendor after regular business hours, and was able to have it completed that Monday.
Responsive problem-solvers become part of the client’s team.
The outcome was a near-flawless execution in an incredibly short window of time. The end result showed that the field achieved 100% compliance in reviewing and selecting their targets and management reviewed over 10,000 requested changes, all within 36 hours of a 48-hour window. In the past, this had never been completed in less than five business days. One director said at the close of the 36 hours, “You guys have been great at responding to my team’s questions and getting problems solved …I want to thank you all.”
