The success of a CRM introduction depends mainly on the adoption of it
When introducing a CRM, the majority of time and efforts is spent in the proper technical implementation and its preparation. THOS' Reality Circle® helped us to include BDO-specific processes to make our CRM more as a supporting platform for the business. This way we were able to achieve more buy-in from and adoption by the end-users
The Strategic Account Plan allows for our Account Managers to go deeper into the dialogue with their key customers, to better understand their current and future needs and to strenghten and extend the partnership.
This deal coaching took place 3 years in a row. What else to say?
We teamed up with an external partner experienced with our business.This way, our business partners benefit fom individual deal coaching delivered by unbiased professionals in software sales. As a result, we noticed that far more focus was given to IBM licenses sales, forecast accuracy improved and targets were achieved
We called upon The House Of Sales to exchange refreshing insights on our business in transition. Together we organised a development roadmap allowing our Sales and Services professionals to grow and deal with these changing customer expectations. Today, we embrace this change and the inevitable impact on our organisation and people behavior.