Delivering a World Class Sales Organisation at Elsevier
Your team should be your greatest asset, and they should have access to the tools and processes they need to excel in their roles and drive your sales growth. This case study explores how we helped Elsevier to implement global sales transformation; empowering and re-energising their team, creating time savings and vitally, giving them the tools to meet the needs of their customer and their sales team.
Service
Sector
“This programme is all about driving productivity. We’ve got a very happy sales team now. This was a huge success!”
Matt Parkes, Head of Sales and Marketing Technology, Elsevier
The Challenge
Elsevier is a leader in information and analytics for customers across the global research and health ecosystems and they needed to make a change: their 1000+ strong global sales teams were constrained by a dated CRM (Customer Relationship Management) solution, underpinned by spreadsheets and manual offline processes, leading to missed opportunities and an inefficient and disengaged workforce.
The Solution
We supported the client from original Business Case development, through to implementation of the CRM solution, Salesforce, and through post go-live support. Leading the global programme team across technology and business change. We were responsible for defining the requirements, developing the project plan and governance, testing, implementation, and training for all countries in this 15-month delivery.
Following an initial pilot, we executed a successful big-bang deployment to 1000+ users across three business entities globally.
This programme has been recognised by Elsevier as one of the fastest and most successful changes within their business.
The Impact
