MMS Education recently was approached by a client seeking to increase sales of their online elementary and secondary (grades 4–12) writing improvement product. We responded by assembling a dedicated sales team to meet two major challenges the client faced.
The first challenge was to deliver highly qualified leads to the clients' field sales force. The MMS team took all incoming calls and e-mails, qualified leads, captured information in a unified database and deployed the lead to the correct sales representative for follow up. As their roles developed, these "First Responders" answered first-level product questions; recruited for Webinars, user conferences and events; and provided lead generation.
The second challenge was to create an inside sales staff dedicated to selling the comprehensive writing development product in designated states. This staff also had to support the client's outside field staff who were selling in other states. Each inside representative works in tandem with an outside representative so they become a sales team. The MMS Education team members utilize excellent presentation skills (using online software), solid sales skills and extensive product and territory knowledge. Their major task is to secure new business at both the district and school levels.
This successful lead generation, management and sales program has resulted in the MMS Education team surpassing new business sales goals in the first year of the program and building a robust sales pipeline for the coming year. The team has documented their success through extensive use of an online CRM system that enables the client to access reports and account data at any time.