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.
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.
Customer and prospect locations are verified via geocoding
Comprehensive dashboard provides complete visibility on customer performance & trading history
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.”
VP of Global Sales Development DHL Express