t3web ltd - <div align=left>Case Studies</div> - De Bono methodology, Belbin methodology, comprehensive business solutions,

Welcome to t3WEB Targets through effective selling

Case Studies

Increased pipeline plus greater chance of closure and ROI

During our work with BT, the client group were using Siebel CRM and the
TAS opportunity qualification. Despite having trained all their people, during
the first 6 months of the year there was little impact on their sales pipeline
and effective closing. Using a manager and peer-to-peer coaching solution,
t3WEB helped develop a new culture & philosophy within a 250-strong sales
force. This new behaviour saw a doubling of the qualified opportunities in the
pipeline and an increase in the sales closure ratio from 5:1 (opportunities:wins)
to 2:1. The client group saw a 65% in revenue in the last 6 months of the year,
enabling them to smash their targets in a very tough economic climate. Their
employee satisfaction was increased in every area, in fact two of the group's
teams had the highest scores company-wide. The increase in business paid
for all the training in the first 3 months of starting the programme.

Inspired and motivated people

The downturn in the economy has affected most companies, not only

financially but also damaging the motivation of the sales people on the

front line. Whilst working with a leading Procurement Outsourcing Group,

it became apparent that it was not a lack of skills that was stopping sales

(figures were in line with the market fall of 38%), but a gradual erosion

of the people's motivation. We worked with the Sales Management team

developing an 'Inspirational Coaching' initiative, which was about inclusion,

engagement and setting high standards. In the first financial year of the activity

the sales team as a whole held the revenue 'haemorrhage' to minus 8%, whilst

the other players in the market continued their downward spiral to end the year

at minus 45%. The client company also saw a decrease by 50% of the attrition

rate of their senior, well-regarded consultants, which was attributed to the

added-value of the programme. Click here to view endorsements

email: info@t3web.co.uk

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