Airwave has grown rapidly over a short space of time and while this creates it's own challenges, we have used this as an opportunity to address our processes, route to market, sales performance and our critical USP, our people. This has enabled us to define a robust, transparent and rigorous sales process along with the systems that would underpin it.
We have adopted the model and integrated the process into Microsoft Dynamics CRM, enabling seamless end to end ERP capability, from prospect through to supplier, in life management and beyond.
We're making this change as part of a wider set of business performance enhancement programmes, however we've started with Sales - our whole process of business change is anchored to this process.
The Improve model is the most objective and sensible sales people centric process we've come across. It uses all the sound and long-standing principles of best sales practice and buying cycles and overlays them with an objective customer perspective, rather than a subjective one and often optimistic sales person's interpretation. In a nutshell, it works. As we progress through this cultural, behavioural and process change transition of the way we do business, we are already seeing tangible changes to the way we do business for the better. Being able to integrate this into our CRM system takes this to a whole new level - we think we've got the very best possible solution to sales management and accurate forecasting.
The process of change is complex and difficult in any organisation and not only are we delighted with the technical solution, competency framework, skills based development of our sales people and the on the job performance coaching yet also the support we are being given in a "sleeves-up" manner is second to none.
Neil G Scott
Head of Sales Operations
