This was the subject of our sales effectiveness Breakfast Briefing. Our guest speaker was Nicola McLaughlin who was the Enterprise Digital Sales Enablement Manager for Vodafone Group Services.
Operating in 32 countries, Vodafone is one of the world’s best-known mobile phone brands. Although focused predominantly on the consumer market, at least 30% of the company’s business now flows from the B2B sector. However, as a consequence of growth by acquisition there has been a proliferation of stand-alone technologies– CRM being a typical case in point…
So a decision was taken to standardise on salesforce.com (a programme called ‘One SalesForce [1SF]). But, as Nicola quickly recognised, implementing 1SF is no guarantee of improved sales performance. If people didn’t embrace and actively champion the new system, it would not guarantee a return on the significant investment made. In this case study Nicola explains how Vodafone were able to deliver these impressive results:
This inspired a cross-industry discussion on how to improve the effectiveness of the sales process. To read the full report of these insights please click the button below.