Salesforce
Opportunity to Order
Sales Cloud helps Optus salespeople prospect and sell, from anywhere. They’re able to nurture leads and opportunities and generate proposals and contracts.
Optus created the Build My Offer application that has transformed selling, ensuring Optus salespeople strike when the iron is hot. There’s no paperwork or delay. They can build customized plans, formalize offers and capture customer signatures, all on-screen, at the moment of truth.
Document creation system Conga is integrated into quotes and contracts, and DocuSign – lets prospects sign on the glass to become customers there and then.
Meldrum says “Everything is now seamless, from lead to contract signing to customer lifecycle management.”
Process re-engineeing
FWOW help Optus SMB’s in streamlining the sales process, which became abig hit with customers, said Meldrum. “They just love it. We’ve had amazing feedback. Just the other day one of optus’s rep secured a new customer as they boarded a flight. They signed on glass at the airport. The deal was done. It brings excitement to the process and wins us business, in real-time.”
Sales restructuring
Our 4 C’s strategy was used to develop and implement a staggered restructure across the organization.
4 C’s strategy
Customer – How do you segment customers based on size, potential, needs, capacity, location, etc? Which are your highest priority segments?
Coverage – Based on what you learned in customer analyses, how should you define your coverage model to best align with your highest value segments?
Capacity – What is the workload required to sell and service customers and how do we size/resource our team (and selling roles within it) accordingly?
Capability – What competencies do our people need in order to engage in the right conversations with different levels of customers, which for many companies span strategic/consultative selling to tactical selling?
Sales have traditionally been an intuition-driven profession. Salespeople conduct research on potential customers and then engage the best-fit prospects in conversation. This allows reps to feel out each prospect’s interest and determine whether or not they’re an ideal customer. FWOW worked with Optus business in uplifting salespeople capability by introducing a data-driven sales team that is aligned on everything — from big objectives to day-to-day goals. This alignment is the responsibility of sales managers to communicate and execute.
No longer does intuition lead the charge on your sales team; sales data is the new kid on the block. A data-driven sales team can save your organization time, energy, and money — resources that your company likely doesn’t have to waste. Data in sales can also align your sales team and streamline your sales process in a way that maximizes revenue and business impact.
Data and reporting
