Talent Software Improves Win Rates by 12% & Increases Gross Profit by 7% with Menemsha Group Sales Methodology & Quota King Software
About Talent Software Services
Founded over 26 years ago, Talent Software Services is a Minneapolis based IT staffing and professional services organization serving local governments and Fortune 2000 organizations. Talent Software specializes in the areas of project management (PMO) services, data management services, application development and infrastructure services.
The Business Challenge
Approximately 75% of all revenue was coming from a few long-term, legacy client accounts. To mitigate this risk and diversify their revenue stream, the Talent leadership team added additional head count to the sales team to focus exclusively on new account development. For months the new sales team struggled to open new accounts and generate new and consistent revenue streams from new clients. More troubling was the low sales closure rate (8%) by the sales team. The few job orders that were coming in were not closing because they were not properly qualified or the sales associate didn't have access to, or consideration with the key decision makers. The Talent leadership team pushed for increased activity levels but this only made matters worse.
The Menemsha Group Solution
Talent Software Services hired Menemsha Group to implement a sales enablement solution including a sales process and methodology and to provide reinforcement sales coaching. Over the course of several months Menemsha Group:
- Implemented and taught the Menemsha IT staffing sales methodology
- Facilitated sales training workshops & webinars
- Provided personalized, one-on-one reinforcement coaching
- Implement Quota King software to drive adoption and reinforce the sales methodology
By implementing Quota King, the sales team received direct and immediate reinforcement of the sales methodology from within their CRM tool (Salesforce.com) which eliminated reliance on multiple and disparate sales training tools, documents, guides and applications.
The sales team is now able to follow the Account and Contact Qualifying methodology within Quota King as well as the Job Order Qualification methodology to objectively assess each opportunity. Within 120 days of implementing Quota King, Talent Software Services increased their sales win rate from 8% to over 20% and has increased weekly gross profit by $3,200. Talent’s sales management team now has access to the right data to quickly and accurately identify sales rep behavior which has led to more effective coaching conversations which has improved overall productivity.