Transactional Sales & Managed Accounts

A professional TeleSales organisation is not a second class sales organisation. In a transactional sales organisation, where customers demand information and want to order quickly, a high quality TeleSales organisation can make the difference between profit and loss through maximising customer and territory coverage, and driving high levels of customer satisfaction. Max ASP's minute-to-minute sales result orientated environment is central to this.

"Max ASP delivers us higher customer coverage, increased revenues and excellent customer satisfaction levels, plus a higher sales organisation Return on Investment"

- Sales Director, Multinational Medical Products Company and Max ASP Client

Existing Sales Organisation Characteristics

• Field Sales person fully loaded costs of circa. €100,000 upwards per year
• Geography territory sales organisation
• Predominant focus on existing customers
• Large customer base and commoditised* products and/ or services 
• Low average order values
• Field Sales often work from 'home-office'

* Commoditised refers to a product or service which is ‘well packaged’ and the sales process required to transact business is well defined and structured
 

Challenges

• Sales and order management processes are very reactive
• Lack of real-time service frustrates customers
• Cost per Field Sales visit is high vs average order value
• Poor CRM process and low quality customer data
• Many customers are visited infrequently or not at all

Max ASP Solution 

Max ASP provides a complete end-to-end transactional and managed accounts TeleSales capability, based on taking full responsibility for generating and winning business from the start of the sales cycle to the end.  In this model our clients assign complete sales responsibility for a specific part of their business to us. 

Max ASP's solution comprises:

• Maximum sales territory coverage where a single Max ASP TeleSales person is able to speak to more than 35 Decision-Maker contacts per day in a transactional sales environment
• Hunting new customers through to taking the first order
• Entering all orders into the order management system
• On-going customer account management to drive revenues and customer satisfaction
• Cross-selling and up-selling based on effectively leveraging existing customer intelligence
• Full sales target and revenue responsibility
• Field Sales orchestration with focus on leveraging Field Sales to engage high potential target customers and existing key account customers at high value ‘moments’ (eg. key new product launches, annual / biannual business reviews, complex issue resolution and troubleshooting, etc.)
• Specialist input into business process and systems design and set-up to support the specific transactional tasks and activities which have to be carried out