Solutions: Activity Management (Hi-VAM™), Sales Coaching

Jamestown Paint Company, Jamestown, PA

Jamestown Paint Company, in operation for over 100 years, is a manufacturer of quality industrial coatings for direct-to-metal applications not often found in other coatings.  Major clients include Mack Trucks Inc., York Barbell Company, Wesco Manufacturing Company, Rexnord Corporation, & Meritor Automotive to name a few.  We were engaged to review the existing sales process and develop and implement a Sales Force Automation (SFA) solution for the sales representatives & Jamestown management.

Situational Overview

Jamestown Paint Company had a critical need to implement a defined sales process with the appropriate SFA solution to better coach, develop, and support the sales channel, as well as increase productivity.  There was an additional emphasis on accurate sales forecasting as well as benchmarking and tracking those high value activities that accelerate the sales cycle. 

Efforts:

·     Developed and implemented an on-line sales coaching review model to more effectively track and support sales personnel as well as determine skill needs.

·     Developed on-line Sales Force Automation system (point & click) to effectively capture, measure, and benchmark high value activities.  This unique program (Hi-VAM™: High-Value Activity Manager) is designed to accelerate sales performance and add efficiency to the daily sales management process.  Emphasis was placed on accurate sales forecasting, performance measurement for sales coaching, centralized & accurate reporting, and a diagnostic of the sales cycle. 

·     Instituted a client/prospect touch management process to increase sales leads and productivity from qualified prospects

Results:

• Increased sales forecasting accuracy by 31%

• Increased qualified sales leads by 25%

• Provided a defined process for sales development and coaching