Sales planning system
Field & tele-sales sales teams in DHL Express planned their customer calls & visits in a variety of diverse, mostly manual ways, making it difficult to benchmark activities and adopt best practises. Internal research demonstrated how sales call planning, when set against specific, measurable & communicated objectives, would improve performance.
The requirement
DHL wanted to increase alignment between company sales strategy and the tactical plans of each sales team. To achieve this goal sales managers needed a clear overview of their team’s activities and the team needed a comprehensive understanding of sales strategy and how it shaped their daily work.
The solution
Customer and prospect locations are verified via geocoding
Comprehensive dashboard provides complete visibility on customer performance & trading history
- Sales planning system transferred online
- Managers can set and communicate monthly & weekly priorities
- Teams devise their own call plans
- Customer and prospect locations are verified via geocoding
- Call plans can be set based on adjacently located clients
- Comprehensive dashboard provides complete visibility on customer performance & trading history including; up traders, down traders, service issues, invoicing etc.
- Insights that Sales can use to share with their customers
- ‘Main reason’ to contact is provided for prioritised customers plus a recommendation for when they should be contacted
Technical specifications:
VMWare Virtual Server
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Operating System: Red Hat Enterprise Linux
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Database: Oracle
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Middleware:Apache Tomcat, Java
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Frontend:Angular
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The benefits
Alignment of sales strategy and tactics
Comprehensive customer overview
Automated insights to drive sales
More time available for selling
The client
DHL is a leading global brand in the logistics industry. It provides a broad portfolio of logistics services including; parcel delivery, e-commerce shipping and fulfilment solutions, international express, road, air & ocean transport and supply chain management. DHL is part of the Deutsche Post DHL Group, which employs approximately 590,000 people and generates revenue in excess of €80 billion.
DHL’s Global Contact Planning Tool allows our Sales teams to focus on what they do best – Selling. The Information Factory worked with us from start to finish to develop a solution delivering very strong alignment between sales strategy & tactics and is enabling us to be more responsive locally at front line and managers’ level.”
Ton Verleg
VP of Global Sales Development DHL Express
Contact The Information Factory
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