Extenprise MarketDriver™ Solution assists clients in redesigning their business processes to take advantage of an Offshore Business Process Team that can rapidly enhance their Sales Effectiveness and Capacity.

Extenprise MarketDriver™ solution offers an integrated approach to business process outsourcing

• Diagnostics and process development
• Robust Market Management, CRM/SFA software Platform
• IT enabled support infrastructure
• …and professional staffing

MarketDriver™ integrated business process unburdens, supports and guides your sales staffs during Pre-sale and post-sales activities

• Pre sales support

• Reminders & alerts about meetings and important calls
• Provide background information and updates of "customer vitals" prior to meetings
• Provide material and status of requests made by customers
• Providing sales processes and critical selling information on new products
• Appointment reconfirmation before meetings

• Post sales support

• "Follow-up" on customer commitments and communication
• Gathering information to complete sales visit reports
• Documenting important notes from the meeting
• Getting requested tasks started and monitored
• Gather information on customer opportunities and competitor actions

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.