About to introduce a new CRM system, PPG wanted to secure that this new and important sales- and management tool was based on a solid foundation – in particular with regards to the sales process, pipeline management, prioritization, and sales effectiveness.
PPG specifically wished to:
- Increase the effectiveness of its existing sales force and come to a better understanding of the sales process and what tools were needed to increase performance. Historically PPG had lacked understanding of each sales unites method of selling.
- Streamline the entire sales organization of approximately 100 people, 4 regional managers and several country managers who wanted to establish an aligned language on sales.
- Improve the long-term sales forecasts. While PPG were relatively good at short-term forecasts they weren’t as strong at doing long-term forecasts, which is bad news when you are dealing with project sales.
- Increase the predictability of the project sales performance, enabling them to take corrective actions up front to achieve both strategic and financial targets.