Join SDI’s Jayme Sperring and see the value delivered by SAVO and how the company quickly increased sales efficiency and productivity using a strategy to increase sales productivity, shorten the sales cycle and deliver a greater technical competence within the sales process.

1. Producing Results Through
Greater Selling Efficiency
JaymeSperring
VicePresident,SalesandMarketing

2. Scientific Drilling

3. The Tipping Point
• Commoditization places more pressure on the
customer experience…A “Sales First” climate
change
• Revenue is generated by a fraction of our sales
force
• Flat market conditions drive a critical desire
for market share
• Overworked management and lean technical
support
• No on-boarding processes outside of basic
product training
• Slow speed to market for new technology
• Poor cross-functional collaboration
• Siloed approach to selling; broken communication
The Challenge

4. The Overarching Driver
Improved Seller Efficiency
SALES ENABLEMENT:
“Inserting confidence and insight
into the sales process that leads
to greater sales productivity”
Our success was contingent upon
the performance of our average
sellers, who required competency
training and intentional “just-in-
time” coaching.
Moving the Curve

5. Sales Enablement Wins
• Field sales and account management working together
• Dramatic improvement in market intelligence
• Mobility played the greatest factor
Team Connectivity
Shorten Commercialization Process
• 17% increase in new technology revenue YOY
• Average two months less in product pilot testing
• SME’s playing a strategic role in the business
Sales Productivity
• 18% increase in Revenue per Project
• Growth in a flat market
• Performance and Xchange adoptionare accurately correlated

6. The Xchange
• The Three Rules of Knowledge
• Exponential gain in communication
• Platform for product launches
• SMEs connect more effectively
and efficiently with sales/operations
• “Man discovering fire!”
The Answer

7. On The Horizon
• Increased usage for leadership
communication
• Formation of a leadership
steering committee
• Proposals application for
effective tender management
• TEAMS application for
strategic account management
• Further adoption strategies for
non-commercial departments
• Planning and preparation for a
CRM environment

8. Thank you
Formoreinformation
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700