Focus: Sales practices and channel audit; improvement recommendations  and implementation plan.

Diagnostics: Performance Readiness Audit (PRA)

Unisys Corporation (Federal Systems), McLean, Virginia

Unisys (Federal Systems) is a provider of custom programming of applications and systems software.  Services are provided to the Federal, State, and foreign governments. 

Situational Overview

There was a need for a sales and account development and management process. In addition, Unisys wanted to elevate the hiring and skill level of their sales assets aligning them to the preferred Unisys hiring profile. It was the perception of Unisys management that Sales was not effectively developing relationships at the appropriate level within their accounts and that the sales approach was more focused on hardware and price as opposed to a service-oriented solution with a value proposition.

Efforts: 

The Chapman Group reviewed and then optimized their sales organization by developing disciplined sales practices and processes, thus positioning their sales organization for future growth.  

• Initiated a sales & marketing Performance Readiness Audit (PRA) to determine the status of Unisys’s channels of distribution.  This diagnostic approach allowed The Chapman Group to understand the effectiveness of those key influences affecting sales and marketing (i.e. culture, products & solutions, resources, processes, skills, aptitude, goals, customers, and marketing).

Results:

The Chapman Group presented detailed findings, recommendations, and implementation plans prioritizing the required improvements in Unisys sales initiatives.  Specifically, there was a focus on market positioning, account profile, process & methodology, and corporate culture. The final PRA document served as the blueprint for Unisys’ improvement plans to achieve their business goals and objectives and to focus on areas that required immediate attention.

·         Accounts teams built

·         New account plans developed

·         Over $300mm of new business opportunities have been identified