The Objective
To introduce, within a month, an inbound and outbound telesales technology platform allowing Viacom to define successful sales process, expand on best practices, and enforce process control on sale teams spread over a wide geographic area.

The Initial Situation
Using relatively low tech methods, including paper and Excel spreadsheets, Viacom faced problems relating to visibility, lost opportunities and measurability. Management was unable to obtain a rapid overview of staff performance and sales progress, which meant that their input was restricted until information was fed back to them. A new technology platform and system methodology was required to get Viacom's sales teams to target within 3 months, while being easy to use and implement across different competencies.

The Proposal

• To establish new technology platform that can be logged onto at any time by different members of staff from any location.


• Ensure that all marketing data obtained through calls and campaigns is captured and funnelled to parties where it can be best utilized.


• Utilize assessment technology platform to gain insight into and put to use best practices and processes companywide.

Results
“100 fold - we started with no system in place but are now well on our way to hitting targets.”

“Viacom has closed 90K of business in the last 3 months with the help of SalesTrak, bringing a visible structure to campaign planning and sales forecasting, and can now report with 100% accuracy on their pipeline. SkillsTrak has contributed strongly to the advancement of the team, providing management with the tools to assess, monitor and develop staff performance to maximum potential.”

The Future
“We will look to work closely with SalesTrak to further integrate the system into our processes so that the sales cycle can continually be improved.”