|
Automated Data Processing, Alpharetta, GA  Background:
Companies with remotely located sales representatives face unique obstacles. Working from home, they are not always aware of the tools available or have access to what they need to be successful. Problem solvers by nature, sales representatives develop their own documents to keep sales cycles moving. ADP's Time and Labor Management sales force was no exception. Prospecting letters, Webinar invites and other sales collateral had been developed on the fly and used to communicate in print or via the Internet with prospects and clients. These documents served a purpose but had no consistent look and did not necessarily re-enforce ADP's brand. No formal process existed to share these resources within the sales group resulting in redundant efforts and significantly higher costs for each mailing. The impact on the team's overall productivity was hindering its ability to achieve a sales target of double digital year over year growth. Originally asked to develop a new webinar invitation, DIG's consultative sales approach uncovered this larger issue and the group began developing a solution.
Program Objectives: - Collect all existing field documents, eliminate redundancy and create consistency by following the corporate graphic standards and ADP brand identity
- Develop versioned sales collateral focused on specific benefits of ADP's Time and Labor Management (TLM) products by industry segment
- Provide a web enabled print solution allowing reps to create and produce versioned and personalized pieces for a specific sales situation or prospect mailing from any location, 24-7
Description of Services provided by DIG:
Using their technology partner, Printable Technologies, DIG created an on-line document catalog consisting of: - Prospecting letters
- Testimonial correspondence from existing clients
- Lead generation direct mail pieces
- Seminar and Webinar Invitations
- Demonstration scripts, client testimonial CD's and industry reports
The web enabled print site allows field reps to create, proof and track all their jobs via the Internet. By attaching their data file, reps easily initiate mass mailings with a few keystrokes. Behind the scenes all orders are combined automatically creating economies of scale and significantly reducing overall mailing costs. 
The addition of new collateral focused on key benefits of ADP TLM solutions to specific industries allows reps to easily target prospects increasing the response rates on each mailing. Results:
After six months of activity: - Self generated prospects increased by 37%
- Sales force face time increased by 12%
- Quality and consistency of client and prospect communication has improved
- Outside mailing and postage expenses have been reduced.
"In previous years we had worked hard to recruit and train the best people and to establish our products as best in class. To continue our growth we needed to streamline our processes and improve the quality of our prospecting. I am already seeing more qualified prospects and breadth of participation in our pipelines." Scott Goldberg
Area Vice President
ADP National Accounts Time and Labor Management
 |
Subscribe to this comment's feed
