Tipro Keyboards

Tipro Keyboards provides customers worldwide with intelligent computer interface solutions. They strive to understand customers' future needs and enhance their efficiency. The products range from high-end PC keyboards to complex all-in-one interface solutions. The customers range from global enterprises to local solution providers all over the world.

Business Challenge

Tipro was no longer able to focus on strategic development and has been unable to launch new products for some time. This started to threaten their market leadership position as well as future development of the company.

Reasons

• Too much time was spent on sales operations and support. The Managing Director had to be involved on all bigger sales opportunities as the sales force was unable to generate and manage the major opportunities. The opportunities were not being closed as forecasted and the sellers were also unable to identify opportunities and formulate territory sales plans.
• There was no comprehensive, unified sales process which prevented the sales manager from leading the team. Selling was too dependent on individuals' skills. There was no overview of sales activities.
• The sales force lacked key selling skills to successfully sell the next generation of solutions.

Capabilities needed and Solution

The MD needed a way to:

• be able to transfer the best sales practices and experience to other members of the team,
• organise and systemise the sales operations and delegate it to the sales manager,
• be able to monitor sales performance and continuously improve the system.

Atol proposed a solution consisting of a business analysis and counselling, creation of an unified sales process complete with day-to-day sales tools, education and mentoring of the sales force and an IT tool to support the entire process.

Result

• Every salesperson now has the information and tools to know what to do, when and how.
• The system is built in such a way as to enable the selling of Value to customer, not just basic Product selling.
• The sales team know-how is able to grow and be used to improve the system continuously.
• They have a single, unified Selling System that can be monitored and improved.