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Web-Based Sales Force
Automation
FOCUS
Acton
Mobile Industries had
historically managed
their sales process with
spreadsheets and through
other paper-based means.
Under new management,
Acton Mobile Industries
made a business decision
to automate their sales
process using
XSalerator.com™ in order
to increase revenue and
sales effectiveness
through a shortened
sales cycle,
implementation of best
practices, and the
ability to provide
senior management with
accurate real-time
forecasting data.
CLIENT OVERVIEW
With headquarters
located in Baltimore,
Maryland, and 15 offices
in 12 states, Acton
Mobile Industries has
been servicing the
mobile office and
modular building
industry since 1970.
Through the ability to
quickly deliver
temporary space that
makes job surveillance
and project management
both comfortable and
convenient, Acton Mobile
Industries has become
the value leader in
providing mobile offices
and modular buildings to
suit customer's specific
needs. Acton Mobile
Industries provides
temporary space for
construction sites,
schools and industry in
a variety of sizes and
for varying lengths of
time.
SITUATIONAL ANALYSIS
Acton Mobile Industries
made a business decision
to automate their sales
process with a
web-based sales force
automation system in
order to better manage
the entire sales process
from lead development to
closed orders. The
Chapman Group was
engaged to implement
their proprietary sales
force automation
solution (XSalerator.com™)
through a 3 phase
process consisting of an
assessment,
customization, and
implementation phase.
EFFORTS
The Chapman Group (TCG)
worked with a client
team consisting of
senior members of Acton
Mobile Industries in the
corporate office and
various members of the
field sales force in
order to further develop
the strategic
objectives, goals, and
vision for the project.
This effort allowed TCG
to gain valuable insight
into Acton Mobile
Industries' sales
process in order to
target keyareas of
improvement through the
implementation of the
new sales force
automation package.
During this initial
assessment phase, TCG
met with the key
stakeholders in the
organization in order to
create buy-in &
ownership to the newly
proposed sales force
automation concept.
The next phase of this
engagement involved
tailoring and
customizing
XSalerator.com™ in
order to provide the
sales team with a system
that would enable them
to meet their quotas
more consistently and
provide them with a
consistent reinforcement
of sales best practices.
The user interface of
the system has been
designed with key
performance indicators
from
Acton Mobile Industries'
industry in mind, and
contains a variety of
charts, graphs and
analysis. Each screen
within XSalerator.com™
was reviewed during this
process, culminating in
a user-friendly, results
focused system.
RESULTS
Since going live with
XSalerator.com™ in
February of 2004,
referred to internally
as The Acton Sales
Management System or ASM,
Acton Mobile Industries
has experienced radical
improvements in the
areas of forecasting,
prospect development,
closed business, and
order fulfillment.
Employees received an
intensive 1 Day training
session that introduced
them to the system and
provided them with a
clear roadmap for future
success. Initial results
point to a more
efficient and effective
sales process and a
renewed sense of
strategy and direction
of the sales division
for all employees of the
company.
Points of Contact
Within Acton Mobile
Industries
CEO
President
VP of Marketing
Director of Technology |
