Software Solutions Company - HOUR
HOUR (Payroll/HR Software Solutions Company. Zilina, Slovakia. Approx. 60 employees. Founded 1993)
HOUR is a provider of payroll and HR management software solutions targeted towards mid-size and corporate companies
Case Study
HOUR has approximately 60 employees, and is on the market roughly 20 years
They had an active 3 person sales team, but wanted to standardize the sales process that the salespeople used for several reasons:
- to make the sales process more controllable and measurable
- to be able to predict sales results better
- to better compensate the salespeople for their effort
- to have to good base for implementing new salespeople in the future
HOUR has approximately 60 employees, and is on the market roughly 20 years
They had an active 3 person sales team, but wanted to standardize the sales process that the salespeople used for several reasons:
- to make the sales process more controllable and measurable
- to be able to predict sales results better
- to better compensate the salespeople for their effort
- to have to good base for implementing new salespeople in the future
We analyzed their existing sales process and made some of their steps more effective:
- more channels in lead generation
- created a step-by-step guideline for calling on – approaching clients (via email, phone, personally)
- introduced a so-called qualification meeting before the presentation
- tailored the presentations to the clients’ needs
- made a sample presentation and practised with salespeople (video-lab)
- developed follow-ups for presentations
- created a process for closing deals by asking for a meeting
- introduced no-pressure closing method
- created a process for asking for referrals
The result was an increase in both meetings and completed deals.
Also as a result, HOUR requested that we helped them create their new marketing strategy to help bring in more good leads for their salespeople.
