 Testimonial
- Volante
July 1999
To Whom It May Concern
Re: PACE Australia
Volante Integrated Technology was formed when PC Express and State Computers
merged in November 1997. Shortly after the merger it was evident that both
organisations had different sales cultures and lacked a consistent approach to
sales management. This was compounded by the fact that the Melbourne and Sydney
customer profile and mix was different resulting in a different approach to the
market.
As a result of this the Volante Management team made the decision to develop
a sales development program to decide on the style of sales culture, common
language and sales management practices and to implement them consistently
throughout the organisation.
It was at this point that we decided to engage an external specialist
organisation to understand our needs, recommend how we approach the problem and
develop a program to meet our needs and our budget. Volante evaluated several
companies but found the highest level of comfort with Pace Australia. They
seemed to understand our needs and be prepared to work closely with our
management team to ensure we would achieve our goals within our budget.
In a period of six months we have achieved some tremendous sales results and
progress toward our overall objectives. We now have a common language and
awareness of key issues directly affecting the sales productivity of our sales
force. The sales managers are all working more effectively and, most
importantly, in the same direction - The sales force have benefited enormously
by developing their own personal sales and account plans and feel far more in
control of their business. The sales managers similarly feel far more in control
of their business due to the territory management and forecasting tools. It has
allowed the sales managers to be more effective in reviewing their staffs sales
pipeline strengths and to identify problems earlier and with more understanding
of how to rectify the situation.
I am sure that as we further reinforce the work we have already done and move
into skills training this year we will experience even stronger results directly
attributable to our Sales Development Program and the work we have done with
Pace Australia.
I would not hesitate to recommend PACE Australia to other organisations
(except competitors) looking for better productivity and results from their
sales force.
Yours sincerely,
Hugh Bickerstaff
General Manager-Sales
Volante Integrated Technology
VOLANTE Pty Ltd
A.C.N.051 787529
Level 4, 80 Arthur Street
North Sydney, New South Wales 2060
Tel: 02 9957 1115
Fax: 02 9957 1116
Website: www.volante.com.au
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