Sales performance management for manufacturing

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hi my name is gerhard schwartner and welcome to selling power tv today we have the great pleasure of meeting with taj myanne he is managing director canada for board international welcome task hi gearheart pleasure to be here i'd love to hear a great uh sales performance management success story can you think of a company yeah one one company that comes to mind are our ricoh and their european division that have leveraged board for our entire sales performance management suite can you give us a little background on on the size of the company rico for those of you who don't know are part of a fortune 500 company with ricoh group they specialize in management document services production printing office solutions and i.t services can you tell us a little bit about the before and after rico much like many other organizations you know had all these disparate units that had been either organically grown uh or acquired throughout the years and everybody had their separate systems separate processes uh and separate uh you know sales performance uh indicators and the executive management team just couldn't get a handle on the entire business unit as a whole so you know as a result their forecasts um you know were were you know jumping around a fair bit there wasn't uh much consistency there uh there wasn't an element on you know sales self-sufficiency with respect to reporting and analysis uh sales managers didn't have all the you know data points and and kpis at their fingertips so that they could continuously measure and you know monitor the business they didn't have a clear 360 view of their customer uh base in its entirety um you know every crm system at the the individual organization level had their own units and again you know the views were very separated so you can start to see how the web can start to really get tangled how did you unify the data and then establish a workflow uh that leads to improved productivity they took you know all of your typical sales performance management areas and highlighted you know six key areas on on the project build right so getting a customer 360 view a single view of the customer you know your typical pipeline management activities you know key measures including forecast opportunity count revenue open marketing qualified leads leads at an aggregated level uh sales process optimization key measures including you know one revenue versus target number of sales activities versus target salesperson focus uh so reporting on each individual sales uh activities right which was very important for them to get a visibility on at that uh you know hq level sales forecasting is a key topic um and you know companies need to drive a lot of behaviors based on forecasts and they need a level of accuracy and consistency and lastly you know account coverage right so analysis and assessment of customer retention based on key kpi and how they had broken down the the board project uh they assigned um stages to to the units uh based on the bucket that they felt uh it belonged to right so for example customer 360 uh was under you know the stage of combined now what does that mean you know so that's 25 operating units uh you know connecting all the crm data all the marketing and sales performance or sales operation data they had to consolidate that and get that one version of the truth and they were able to do that leveraging board what they've stated is that they're miles ahead of where they were they saw tremendous improvement where now the executive team had the confidence in the forecasts that were coming out of the individual units and they were able to to track trends uh you know standardize on on kpis for all units uh so everybody was following the same process that uh reporting um each sales had access to their own metrics sales managers had access to their teams so you could see the whole sales performance management ecosystem starting to come together within their organization and transforming their sales uh sales organization and sales processes and uh you know enhancing every element in the performance management section that's the beauty of board.com that you have a complaint sales performance management platform um so you are not you have unified all the pieces and the beauty is that you transformed ricoh into a predictive and optimized sales organization absolutely and and this is the strength of board with board because of our flexibility and our scalability and just our integrated approach we don't view any of the sales performance management elements as individual silos because at the end of the day everything is connected and you know one feeds into the other and if you're not doing something accurately in one area it definitely impacts your your revenue streams in the other area so we're taking it away from that traditional mindset of you know forecasts and forecasts alone and it's transformational i think that's the key here is that this is this you know transformational for organizations as you're moving forward um you know with digital and you know sales transformation projects so if you want to transform your sales organization and dominate your market visit board.com thank you taj thank you [Music]