Dun & Bradstreet Canada
from Karen Holmes, VP Sales & Service
When I came to Dun & Bradstreet Canada in June
of 1998, the Canadian Region revenue performance had been below
budget for years and the sales performances had alternated from
good year to bad year for an extended period of time.
After reviewing the organization, sales representative/manager
performances year over year, the forecast process, the product
mix and the budget expectations, it became very apparent that
we had to "begin at the beginning".
My first priority was to meet with the management team to fully
understand our current state and begin to set up an infrastructure
and processes that would identify where we stood and where we
were going in terms of measuring our current and ongoing effectiveness
(both in skill and sales process) as a selling function.
In order to get things moving as quickly as possible, my second
priority was to retain PERFORMAX, (with whom I had had great success
working with a previous company) to help define, customize and
implement a customized version of their Sales Management System.
The PERFORMAX SYSTEM takes a very simple and systematic approach
to:
- Creating Accountability (in black & white) for
$ targets
- Planning the selling Activity on how to achieve or
exceed these targets
- Tracking and forecasting the Sales Funnel through
Opportunity Management to see if they could make their targets,
and if not, take appropriate actions- before it was too late.
Post training & implementation, we saw immediate and over
time, key improvements:
- Dramatic Sales/Revenue Funnel improvements – up to 150%!
- 3% growth in our traditional product segments where previously
we had seen 5 years of a 5-6% decline in revenues.
- 19% Sales increase in the first year, 28% Sales increase
the second year
- 21% New Business Sales increase
- 20% revenue increase in the new Value Added Products segment
- 4% revenue growth, where in previous years it had remained
at 1-2%.
The above summarizes our improved results; but what was even
more amazing was that our customers saw a difference too.
The Executive Vice President of one of our Toronto customers
gave us the following feedback:
"We had noticed a marked change in the sales ability
of our Dun and Bradstreet Sales Person… He came in to discuss
a routine $2,000 renewal and left after selling us a $15,000 Marketing
Services Package.
When the President and I questioned him on what had helped
him become more effective, he told us that the PERFORMAX System
and subsequent Training [Selling High!] had really helped him
change how he sold."
This is a short summary of the profound impact that Performax
has had on one of the organizations that I have worked with.
I would be happy to speak to you personally if you have any questions.
Peter Michie, Managing Partner of PERFORMAX Technologies Inc.
has my number.
For more information contact:
Peter Michie,
PERFORMAX Technologies Inc.
(561) 202-8163
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