Invenio's Remote Indian Sales - Personnel Process Overview
Employees are key
Identified in many ways, employees are a business most valuable asset, its greatest expense, its greatest drain on management and the key to success. Managing your own employees is a daunting challenge, but who in the world do you align the objectives of another company's employees with your companies goals? Invenio offers you the ability to do so. Why? Because we recognize that our success will derive from yours. We want you to be successful.
Knowing what you can't know
We understand that the Managing Director of the Indian manufacturing company that is considering your machine has probably never shopped in a "self service" retail environment; never imagined a "big box retailer"; and only knows Wal-Mart as a new partner of Bharti. Yet they are evaluating machines to do retail packaging for display and handling in environments they don't know. Our company, and our people working on your behalf need to know your machines, know their benefits, know how they address problems which they haven't faced in their own markets previously, and MOST IMPORTANTLY understand that neither you nor the client will know what the other doesn't know. In other words we have to bridge cultural divides over and above the obvious ones. We must span the unrecognized ones as well.
Now there is no doubt that we know the Indian market far better than you. (Have you ever had a 35 year old degreed engineer interviewing for a sales position tell you that they want the job but can't get their parents' permission? Do you know what an appropriate Diwali bonus is for employees? Do you know how many hours of productivity are lost each day to commuting 10km?) As The Economist recently noted "The biggest hurdle...may be cultural. Most people prefer a safe job at one of the big services firms.."
But you know your products; which sales system has worked most consistently; which position in a customer buys it; who the competitors are; the typical sell cycle, etc.
Round peg for the round hole
So our challenge is to put the right person on our staff for your products, market and objectives, and to manage them with your input to ensure the shortest ramp up and maximum success.
How do we do that? By breaking the cycle down into manageable components and drawing on your expertise to optimize results.
Finding the "right person" is the key step upon which success is built.
click to see how we recruit
Key benefits, competitive advantages, what position is normally the decision maker, what SICs typically buy, what alternatives can we beneficially replace? Who is the primary contact in your company, in ours, what hours can we reach an engineer? Simple examples of the myriad of technical, technique and administrative points that must be trained.
click to see the training process
Continuous tweaking of the process, communications, response, technique, and sales approaches are managed through robust CRM which simultaneously ensures prompt lead follow-up and minimizes dropped balls.
click to see the management cycle
Prompt, complete and worthwhile feedback are critical to ensuring that we meet your expectations and that our rep(s) are working effectively toward your objectives.
click to see how we manage employee growth and development