Syntuity solutions:
- Recruitment Strategy
- Sales Data Analysis
- New Hire Training Program
- Sales Acceleration Training Program
- Sales Activity Dashboards
NAVCO is a national security systems integrator with more than 47 years of experience and over 162,000 successful installations of video surveillance, access control, and alarm systems across the country. They’re passionate about protecting their customers’ employees and business assets.
With multiple offices, 14 National Account Managers and 6 Security Consultants across the country, sales communication and accountability is of utmost importance to its success.
In an effort to improve sales performance, NAVCO reached out to Syntuity for advice.
Begin at the Beginning
With an opportunity to hire six to eight new security consultants to the sales team, Angie Barnes, Executive Vice President of Sales, asked Syntuity to build a plan for hiring top sales representatives – one aimed at consistently recruiting the right people and keeping them longer.
Synuity took a look at NAVCO’s sales data and strategic initiatives and developed a sales-focused recruitment strategy to target the most talented individuals across the country.
“Syntuity has been a huge part of our recruitment process, helping us develop a systematic process that included multiple interview steps, testing and benchmarks to ensure that we hire the right people and retain them longer.”
From recruitment to trainings, the momentum continues
After successfully hiring a sales team, the momentum continued as Syntuity assisted NAVCO with an onboarding process and individualized sales performance training for the new hires.
In an effort to increase accountability and transparency within the sales team, Syntuity also modified their Salesforce.com CRM system with some customizations that supported a sales activity dashboard. This gave sales management a real-time view of sales activity and extensive data on each salesperson. Now, each team member can track calls, meetings, conversion rates, revenue, and other KPIs and both the team and the managers see this all in one place.
“Even though we outsourced this work to Syntuity, it never felt like we were working with an outside company. It felt like they were a part of our team. That was essential to making it work.”
These improved practices have helped managers keep a close eye on sales performance and immediately see what is needed to ensure success.
To learn more about Syntuity’s approach and meet the team, visit www.Syntuity.com or call 303.617.4481.
About the Author
