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<title>Consulting for Education and Training Companies: Sales Force Productivity.</title>
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ILT: however you serve it up we'll help you succeed." /></td>
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<h1 class="cred">Sales Productivity</h1>
<p>Selling expense is the single largest budget item for many education
industry companies. And <span class="cred">FUSION</span> is frequently
asked to help our clients sell more with less. </p>
<p>That’s why we take an accountable approach to selling - designing
out wasteful practices, duplication of effort and channel conflict
- and making sure new sales initiatives yield measurable and substantial
rewards.</p>
<p>Think of <span class="cred">FUSION</span> when you’re wrestling
with crucial sales-related issues like:</p>
<ul>
<li>territory determination and coverage</li>
<li>sales goaling and incentive plans</li>
<li>teleselling and telemarketing strategies</li>
<li>sales lead generation</li>
<li>direct marketing via catalog and Web promotion</li>
<li>selling through channels partners</li>
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<p><i class="cred">Case In Point</i></p>
<p><b>When you want to create a lean, mean, education selling
machine.</b></p>
<p>This newly-appointed customer education sales manager inherited
an austerity budget and a stretch revenue goal. But, rather
than renegotiate or offer excuses, he determined to make the
most of the resources he already had.</p>
<p><span class="cred">FUSION</span> identified an opportunity
to more than double catalog promotion circulation and frequency
through savings in paper, printing and postage costs alone.</p>
<p>We singled out the course offerings and customer segments
that offered the most revenue upside. And suggested sales
campaigns and programs to exploit them.</p>
<p>We proposed upgrading the jobs of public course registrars
to include enrollee upsell responsibilities.</p>
<p>We recommended concentrating the efforts of scarce field
sales resources on selling high-ticket annual purchase agreements
to high-potential accounts.</p>
<p>At year end, our client was pleased to find that he had not
only achieved the impossible growth budget but exceeded it!</p>
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<p><a href="capabilities.html">RETURN TO CAPABILITIES OVERVIEW</a></p>
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