Top line growth is the single most important item in most executive's agenda. Current options, like increased hiring of sales staff, take time to build and deploy, and may not be fully effective in the near-term. Extenprise's integrated MarketDriver™ solution allows clients to rapidly and cost effectively increase sales capacity and revenues through deployment of offshore sales support process teams with relevant industry and product experience and supported by CRM/SFA and middleware software. MarketDriver™ is a complete solution with proprietary review and diagnostics tool, set of processes and tools enabled through a robust software platform and staffed by skilled Extenprise business and technical consultants.

We offer business strategy and consulting experience in the areas of sales force organization and effectiveness, outsourcing and off shore capability development. We have a world-class team of consultants and professionals, as well as leading-edge IT and Telecommunications support infrastructure to support our business process outsourcing clients. Our four-step design and deployment methodology can deliver results within 12-24 weeks.

The resulting benefits could be as much as 50%-60% increase in Sales Effectiveness of an organization at lower costs. In fact, the MarketDrive™ program more than pays for itself through productivity gains and cost savings.

CHALLENGES IN DRIVING SALES EFFECTIVENESS

After years of cost reduction, the key agenda for most senior executives today is driving top line growth i.e. sales. In addition, there is an increasing shift to changing the sales process from "taking orders" to strategic/solution selling.

The most common strategy for increasing sales -- add new salesmen and new products. However, very few sales staff have the right skills to sell in this more disciplined and strategic way. In many organizations, large resources are tied up for sales support and order fulfillment support - either in the back office or typically handled by the sale staff themselves. In addition, a significant portion of a Salesperson's time is spend communicating with the back-office, rather than facing the customer.

In Fact, Less Than 15% of a Salespersons Time is actually spent in Selling

Thus, a typical sales person spends 70-80% of time on non-customer facing activities. In addition, there is a significant variance in effectiveness of bottom and top quartile of sales. These result from both lower efficiencies due to significant involvement with back-end activities, as well as lack of Standardization in process across the sales team.

Multiple IT applications and systems and Head Office data needs coupled with reduced Sales Support are also making large demand on the time of a sales person.

The key to increased productivity is to free the sales staff from “administrative” work, and to focus them more on business acquisition activities.