Introduction

Tom Feather, VP of Inside Sales in the B2B Tech Industry

I’ve been leading sales teams globally for over 12 years, from startup SaaS companies to large, established global vendors. Throughout my career, I’ve faced numerous operational challenges that required more than just conventional solutions.

Discover how the Demeter platform reduces operational challenges in sales processes.

Challenges

Navigating Operational Complexities in Sales

While the leading CRM tools I’ve used are excellent for managing pipelines, customers, and deals, running a successful sales organisation involves much more. I've struggled with issues like inter-departmental communication during hiring processes and maintaining consistent quality standards across various locations—both physical and virtual.

Solution

Choosing Demeter: A Unified Platform for Process Management 

I chose Demeter because it offered a comprehensive solution that could bring all our sales management processes into a simple, easy-to-use platform. It was not just about managing sales but managing operations effectively—everything from recruitment to training and quality assurance.

Results

Revolutionising Recruitment, Training and Operational Efficiency 

1. Recruitment and Onboarding: Demeter’s recruitment templates helped us standardise our hiring process. This smoothed out communications across departments and improved the overall experience for new hires, reducing friction and speeding up the recruitment process.
2. Training and Development: We transformed our sales training into a clearly mapped onboarding process with distinct tracks for different roles. This structured approach improved our new hire success rates dramatically—from a 40-50% fail rate to a 90% success rate within just one year.
3. Quality Assurance and Scalability: Implementing an internal sales and training university allowed our sales teams to access e-learning on-demand and adhere to various quality assurance processes. This was crucial in ensuring consistent quality and scalability across the business.

Conclusion

The Strategic Impact of Effective Process Management 

Using Demeter has been a game changer for our business. Initially, my management team was sceptical, perhaps feeling micromanaged. But now, they are the ones bringing me ideas for new processes to implement. We've added everything from commission claims to simple holiday requests into Demeter, which has significantly reduced the daily distractions and allowed my leaders to focus more on coaching their teams and driving results. Overall, Demeter has not only sped up our productivity gains but also made it much easier to map, implement, and drive processes in operations.

Do you need more control and visibility of your sales processes at your organisation? Get in touch today.

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