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"In the M-Power™ system there are a number of alarms and alerts that (show) the sales manager whether or not they're getting the effort from the account manager. The most valuable thing to me there is that, when alerted, I then go to the account manager and we discuss it. We get him back on track before it becomes a major problem."

Understanding Why Business is Lost

"The Removed Report is a good tool for me to analyze lost opportunities when I talk to my account manager. We go through the removed opportunities and I ask detailed questions on why they removed the opportunity and if there is any way we can get it back on the system. We have lengthy discussions on that."

Coaching and Mentoring Support

"What I saw initially and am seeing played out in the field ever since we started with M-Power™ is that the coaching advice the system gives our sales managers is a very big help."

"What we want to test, what any system wants to test, is the reality that business is possible and that it will happen. The M-Power™ system allows a sales manager a good view and a good test of the reality of any business (opportunity). It also coaches him on what to ask salespeople on where they are in the (opportunity), on who they're calling on and whether the budgets are ready to make this move. It gives him the kind of support that a busy sales manager needs when he's in the lives of 5 to 12 salespeople."

Identification of Training and Coaching Needs

"Clearly what we want our salespeople to do is get new business for the company. How people have been evaluated in the past has always been a pretty loosely defined measure of "we think he does good work". You can always tell the best salespeople. You can always tell who is not doing anything. But the real help that this system has given (us) is the evaluation, further training, further coaching needed for the people in the middle. It's the middle group (that) accounts for, first of all, the most number of salespeople you have and also, ultimately, the success of your program as it goes forward. You are dealing the most salespeople and the most accounts. So we use this system to help us coach and train the middle group."

Easy and Early Salesperson Problem Recognition

"One of the fine things about this system is that it visualizes certain trends almost immediately. You don't have to do any statistical analysis. You don't have to do any long looking into reports. It pops out at you. It hits you in the face as soon as you get to any salesperson's screen."

"So what M-Power™ will be able to do is call attention to that middle group (of sales performers) and enable the sales manager to help (each) person ... become more effective."

Opportunity Assistance...BEFORE It's Too Late

"... the system allows you to look at business that is stalled somewhere in the sales cycle. And it's immediately apparent to you. It pops out ... by sales rep and by account as you look at the board."

"We weren't really able to take a look at that in the past. You're always concerned about other things. Unless it's a very large account or a very significant account to your company, you don't frequently go after business that gets lost somewhere. Things fall through the cracks."

"Things don't fall through the cracks with this system. It lets you know when something is outside the sales cycle, (and) when a meeting has been missed. It allows the sales manager, or me, then to call up that sales rep, to find out what the conditions are and if we might be of some assistance before it's too late."

Easy and Timely Access to OBJECTIVE Sales Activity Information

"We like this system because it's very easy to use. I sit here at the desk. I've got my computer on almost all the day. I can at any time ... check on the sales activity of the whole company, by different profit center and also by individual sales rep. It's something that can be done casually, by me, in a few minutes. It doesn't have to be done formally by asking (for) some report to be printed out by somebody else with a day's notice, and then in goes into this pile (pointing at pile of papers on desk)."

Helping Salespeople be More Effective

"I think M-Power™ has impacted our salespeople from the aspect that they really are focused now ... on things that they can do something about. They're focused on the customers that they can approach and make an impact, and they understand now that if something is stalled for about 100 days that it's no longer going to be on the system and that it's probably not worth their time pursuing."

Increasing Closing Ratios

"I think the M-Power™ system has made my account managers better because they are more focused on the opportunities that are meaningful to them. ... they are also very cognizant of what it's going to take to have a next meeting, and they're cognizant of the fact that if they don't have a next meeting the likelihood of success on that (opportunity) diminishes greatly."

Less Than Five Minutes a Day

"When I first started with the M-Power™ system the account managers thought it was just another report they had to do. We went over the value of (M-Power™). When ... they tried out the system, they found that it only took an average of five minutes daily to update (M-Power™), and that really went a long way towards the account managers accepting the system as well."

Working Better Prospects

"I think the Valuation feature in M-Power™ has really focused our account managers on pursuing more medium and large size prospects, and not spending a lot their sales time on the small ones. When you enter a prospect into M-Power™, you (can) also enter (it's) valuation. If you see a board that has a lot of very insignificant dollar-valued customers, as an account manager you're thinking, ... 'maybe I'm spending my time in the wrong place'."

Shortening the Sales Cycle

"Before we had M-Power™ ... account managers would go into (prospects) and leave without a next appointment. One of the most important things that I found with M-Power™ is it ... focuses them on asking for that next appointment, and their strategy during the meeting is related to "where am I going to go in this meeting and how am going to get that next appointment?" And that's very, very important to continue the sales process."

Reduced Reporting Time

"The most significant difference between what our salespeople do now and what they used to do is, instead of spending half a day once a month trying to recall and, frankly, fictionalize, their business over the last month, we ask them ... daily to get on the web to fill out and check ... only a few (elements of the) work that they had done that day. This makes the information on reporting much more timely, and helps them and their management manage the business much more efficiently."

Driving Action on Problem Accounts

"(Opportunity) aging is important because it creates a certain sense of urgency in the sales rep, in the sales manager, and ultimately in me. If every time you look at that system there's this red alert sticking in your face you know that you have to get something done on that account."

Increasing Salesperson Professionalism

"I can speak for myself but I had better probably speak from what the salespeople have told me."

"They think this system has helped them immeasurably become more professional because of it's concentration on the CUSTOMER'S next step, not necessarily OUR next step. We know what we're about. It's the customer's reaction to what we're about that makes the difference between our success and not. That concentration on what the customer's next step is has been the biggest change that our salespeople tell us."

Separating REAL Buyers from Information Seekers

"A big issue with any sales group is whether or not this last sales call you just made is going to be real. You may think you've done well. You may think that there's some (opportunity) there. But frequently, and we all have to realize this, a potential prospect may be calling you in just so that he can compare what you're doing to his current vendor so that he can go back and beat up on them on price, or it's because the purchasing people within his company require that he entertain a group of vendors."

"What the M-Power™ system will do is 'crap detect' that. It'll enable our salespeople to get real with any customer. Are we going to see them again? When are we going to see them again? What are we going to talk about at that meeting? Have we gone through all the steps? Is this the right guy? Has he got the budget? Is this the service that he needs and when does he need it?"

"All these issues which we are asked to report on in the M-Power™ system help make that (opportunity) real, or, as I'm fond or saying, "crap detect" the reality of that sales cycle."

Driving NEW Business from Current Customers

"There is some subtle pressure in the use of this system. ... to come up with new prospects. If you are looking at your own board or I'm looking at their (a salesperson's) board, and there's a blank in the scheduling of first meetings, it means that there is less new activity in the pipeline."

"The best place to get new activity is from your current customers, which is fine with us as long as it's new business. So what we want them to do ... is to figure out new things they can sell, new services we can give their current customers. This very valuable. (These) normally have a shorter sales cycle. It normally makes the customer happier, and clearly it adds to our business profitability."

"So the fact is that there is some subtle pressure on coming up with first meetings, (and) to discuss a new project."

Easy to Use and Only a Few Minutes a Day

"One of things that you always worry about when you're transitioning from one system to a new system is that any change is going to be initially perceived as being difficult and fought even if (it is generally agreed) that the old system wasn't doing what you wanted it to do. That's just the nature of the human being."

"One of the big achievements of the M-Power™ system for us is the idea that it's only going to take a couple of minutes to update that account. Whereas in the past, the update on the account may have caused them (salespeople) to go back into notes once a month, if they took notes. Salespeople are notorious for not keeping good records. All it does is ask them what they did this morning or this afternoon."

"So the two or three minutes is something that is palatable to them and easily done by them because they are going to be on their computer anyway to check their correspondence. So this is a very easy system for them to use and helped us immeasurably in getting over the initial reaction to change."

More Qualified Prospects = More Revenue

"I think that the M-Power™ system has loaded our sales funnel with more qualified prospects, and because of that attention we are well on the track to increasing revenue through (M-Power™)."

Management Intervention to Close More Business

"M-Power™ is a very powerful tool for me as a sales manager. It allows me to intervene in the sales process when it's most important. What I look at is the "Stalled Decision Point" and the "Decision Point" primarily...to intervene where my guidance might make the most impact for the account manager."

M-Power™'s Contribution to Success

"I'm very happy to report that we're in the middle of a very successful year, and I attribute a great deal of our success to the M-Power™ system, which enabled us to identify prospects, identify the reality of the business that we're likely to do with them, and helps us close business a lot faster."

Return on Investment (ROI)

"If you're investigating a new sales system, you'll undoubtedly come under the scrutiny of some purchasing guy or some finance guy who's going to ask you to do a pro forma on the return on investment, the ROI, of this new system. Let me tell you, quite frankly, within the first week this system paid for itself."

Accurate and Timely Reporting

"We used to have a very amorphous system of measuring what we want to measure that is new business, the real test of a sales rep's value to the company. That's not a problem now."

"With the M-Power™ system we can tell within the month, within the day, what business has closed, when the waste will be shipped, and what value it is to the company."

"For example, in the first six months of the year we know that we closed 221 new accounts for roughly 15 million dollars of new business. Nobody in my position has been able to make that statement with any truth before."

M-Power™ Frequently Asked Questions

How M-Power™ Helps Sales Managers

Measuring Salesperson Effort