CyberSearch is a nationally focused IT staffing firm specializing in ERP, CRM, Business Intelligence, Security, Data Storage and Custom Application Development. Clients include the Fortune 200 including many of the world’s most prestigious brand names. Services offerings include contract and contract-to-hire staffing services with the primary focus on VMS and MSP customer accounts and desire to move into the retail, non VMS market.
The Business Challenge
The Menemsha Group Solution
Discovery Assessment & Sales Roadmap
Menemsha Group launched the project by conducting an on-site discovery session and gap analysis in order to deliver CyberSearch a sales revenue roadmap. Menemsha Group conducted team interviews and surveys and observed the day to day activities by both the sales and recruiting team to understand the existing environment, culture, workflows and team dynamics.
Design & Build Sales Management System/Bullhorn Integration
After analyzing the field observations and gap analysis Menemsha Group collaborated with CyberSearch by designing and building an overall sales operating system. The sales operating system included:
Because the entire sales operating system was designed exclusively for selling IT staffing and accounted for marketplace realities, the solution was immediately applicable to the sales team’s daily routine.
Deliver Customized Sales Training
Menemsha Group created a customized configuration of our Cloud based LMS (learning management system)to enable all CyberSearch sales team members to participate in and consume sales training “on-demand,” from any device, anywhere.
A fully customized sales training curriculum was designed to teach the sales team how to execute each step of the newly defined sales process. For executing each step in the sales process the CyberSearch sales team is applying the Menemsha Group sales methodology. The training program focuses on new account development, opportunity management and key account planning. The scope of the training content spans over 75 training videos, dozens of real-world IT staffing specific sales role plays scenarios, and exercises and dozens of reinforcement job aids and sales playbooks.
Reinforcing & Sustaining Change
To drive user adoption of the sales process and sales training to ensure CyberSearch sees its expected ROI Menemsha Group:
The entire sales organization including sales managers and sales people are aligned under one sales process and one common sales methodology. The Menemsha Group sales methodology is a core component of the company’s sales culture and serves as the training curriculum. Every new hire experiences the same consistent training experience, is measured using the same sales training metrics and has the ability to go back and re-take any classes and download any materials whenever they wish.
The sales team has a common language in which they communicate and the overall sales organization has improved dramatically with the introduction of the Menemsha group sales methodology and the new sales process and sales management system. Within sixty days from launching the new sales process, sales metrics and sales methodology training program CyberSearch has: