DHL increases alignment between sales strategy and tactical actions
“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
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.
Requirement
DHL wanted to increase alignment between company sales strategy and the tactical plans of each sales team. DHL knew that in order to achieve this goal sales managers had to have a clear overview of their team’s activities and that the team needed a comprehensive understanding of sales strategy and how it shaped their daily work.
Solution
- Sales planning system transferred online.
- Sales managers can set and communicate monthly & weekly priorities.
- Sales 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 plus a selection of insights that Sales can use to share with their customers.
- A ‘main reason’ to contact is provided for prioritised customers plus a recommendation for when they should be contacted.
Technical specifications
• VMWare Virtual Server
• OS: Red Hat Enterprise Linux
• DB: Oracle
• Middleware: Apache Tomcat, Java
• Frontend: Angular
“DHL’s sales planning system is a great example of putting actionable information directly into the hands of the user. We’re delighted at how well it’s been received by sales managers and their teams”
Robert Jordan, CEO, The Information Factory
DHL is the 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 generated revenue of over €66 billion in 2020.
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