Background

Anam Technologies are a leading player in securing and monetising global mobile operators networks. They enable large global operators to such as Vodafone and Telenor to recover untapped revenues through their patented A2P solutions.
The Directors of Anam Technologies identified a priority for their business. They were growing rapidly globally. They were also growing their sales team globally and recognised the need to create a more systematic approach to their sales.
They wanted to leverage their existing CRM system Salesforce.com better to measure performance and forecast better. They identified a need for a dynamic sales process and Sales Pipeline Management Process. And they wanted to coach the team in order to embed the sales process and pipeline management process.

Insthinktive’s Role

The initial phase of the project was focused on defining the Sales Process and Sales Pipeline Management Process. Stage two involved reconfiguring Salesforce.com in order to reflect the newly designed processes. A new Sales Forecast dashboard was created, giving senior management full visibility on the sales pipeline. In addition, new reports were created enabling instant updates on sales activity metrics and Key Performance metrics.
Stage three involved creating the Anam Technologies PRESENT SOS (Sales Operating System). It is a fully customised ?ow to sell here in Anam Technologies system? Creating this involved regular sessions with the full team, centred on building a repeatable system and process for generating sales.
Stage four involved team coaching in order to embed the PRESENT SOS (Sales Operating System) methodologies. This involved role-playing and sales coaching sessions.

The Outcomes to date are;

1. Anam Technologies have a reliable sales pipeline management and sales forecasting system in place. Salesforce.com has been configured to match the new sales process and sales pipeline management process.
2. The Anam Technologies PRESENT SOS (Sales Operating System) has been created which forms the internal “Sales bible” for the organisation. It captures all aspects of the sales process including scripts, processes, measures and sales engagement tools.
3. The team have been coached and trained and are currently using the PRESENT SOS (Sales Operating System) as their tool of choice when selling.

Brian D’Arcy – Commercial Director
Client Feedback

Working with Ronan Kilroy delivered everything we had originally planned. We are a rapidly growing global company operating in the Telecoms sector. Our Business development team is dispersed across many continents. We lacked the control and reporting structure required to plan, forecast and close sales in a scalable way . Using the PRESENT methodology we were able to create an internal sales playbook, which is invaluable to existing and new team members. As part of the project Ronan helped us define and implement a Sales Pipeline Management Process. Our forecasting accuracy and pipeline quality have demonstrably improved. Our sales growth has been averaging 70% per annum. We believe we have the structure and processes in place to continue that trend. I would have no hesitation in recommending Ronan..