Fortune 50 Telecom's SMB End to End Sales Team Drastically Improves Performance with Vorsight's Sales Prospecting Training
Situation
A Fortune 50 wireless telecom company has a dedicated SMB sales team comprised of 60 Business Account Executives (BAEs) targeting Rust Belt companies ranging from 4-400 employees. This group is looking to become the sole provider for all wireless services (i.e. mobile service, push to talk, air cards, etc.) for the companies in Midwest region.
Midwest Region Not Hitting Sales Quota
Each rep carries a quota of 75 new lines per month; the actual average in their territory was 45 lines per month. Because of this, the region experienced flat line revenue projections for Q4 2008 and beyond. Management realized that these experienced sales professionals were fully capable of closing business; however, the team had difficulty filling the front end of their sales pipelines with qualified meetings.
