Safeguard Systems

A leading supplier of manual business administration systems, including site security, health and safety, and payroll.

The objective:

to enable the office-based support staff to contribute to the sales process more fully, and to take a pro-active approach to customer contact;

The result:

• Repeat business arising from support staff ‘contact’ with customers increased by 10%;
• Field sales staff sales increased by (on average) 8%.
• The support staff demonstrated far greater understanding of their role in the sales process;
• The field sales staff expressed greater confidence in the ability of the support staff;

It was clear from the post training analysis that the sales support staff taking a greater role in the sales process, had the result of releasing some of the time of the field sales staff – time they would have spent on non-sales issues. This had the effect of both sales support securing repeat orders, and allowing the field sales staff to focus more fully on new orders.