Comtel Africa ::::::::

Comtel Integrators Africa is the only distributor for SaleScience in East, Central and Western Africa. Our organization, like many others, is dependant on our sales team to achieving set targets. When these targets are achieved, an organization is able to sustain over-heads and make profits. Realizing the importance of its sales force, Comtel embarked on a personalized mission to find a software package that would not only manage the sales individual’s pipeline, but also improve their selling skills and encourage better reporting skills. After reviewing many software applications, Comtel decided on entering into discussions with SaleScience.

Most organizations today want to increase their bottom line profits. There are only two ways for doing so:

	Decrease Costs
	Increase Revenue
Decreasing costs is good practice at all times, but to move a company forward, revenues must be increased. The only way to do this is through sales.
Organizations today are finding that their sales team is:
	Often unaware of, or unskilled at, the process of closing the sale.
	Lacking in discipline and does not follow a sales process to its successful conclusion.
	Built on poor sales engagement with bad complex selling skills.
	Using out-dated sales practices and not improving hit rate through more effective practices.
	Focuses on “business as usual”.
	Trying to improve performance by “more of the same” activities.

In today’s world, product superiority wins less than half the time. The difference that sets your organization apart from your competitors is a sales team that can consistently manage the company’s advantages for consistent positive results in the accounts.

How can you ensure that your company’s competitive advantage is leveraged in every sale? – Awareness alone of best practices will not yield competitive advantage; only consistent discipline and execution will.

SaleScience is a paradigm shift. Sales force automation has been plagued by the “best of breed” proprietary solution approach resulting in inefficiencies and vendor lock-in. Some of the distinct advantages of SaleScience are:

	Sale science is a platform including both a proven sales process as well as an integrated opensource software solution.
	Unique and proven sales process
	Individual sales engagements
	Complex enterprise sales
	Sales process built into and supported by software platform
	Sales process + software = platform for making sales success a habit
	Affordability
	Reliance on open standards
	Complete Cross functional Integration
	Complete Scalability
The solution is from an integrated sales platform developed from two critical components.
A simple, proven, appropriate and results-driven sales process that addresses:
	Individual sales engagements
	Complex enterprise sales
Supported by and integrated into;
	An easy to use software solution that supports the sales process
	A fully integrated sales process
	A graphical pipeline management module, as well as a visual dashboard and reporting

	Lack of basic sales engagement
	Bad deal qualification or chasing bad deals
	Lack of complex selling skills
	Selling too low, unable to sell to executives
	Competition - lost sales opportunities
	Lack of transparency in the sales pipeline
	Inability to make any training or technology stick.

SaleScience addresses the Sales Seven in the following way:

	Research shows that the “period of excitement” of sales people is 3 weeks after training. They are interested in, and try to apply what they have learned for a period of 3 weeks after they are trained.
	The average sale cycle is 6 to 9 months.
	This means that there is no return on any investment in sales training.
	Only the implementation of discipline on the sales team will ensure the return on investment.
	In order to enforce discipline, the software should have the process integrated into it. This forces the sales team to follow the process by preventing opportunities being entered into the software without the corresponding process information. The software is also auditable, allowing reports of process performance to be pulled and reviewed.