Category Archives: Sales


Case Studies

SSE Airtricity

CPM manage SSE Airtricity Field Sales

The challenge
  • To provide a high quality ethical sales solution to acquire new customers for SSE residential market. Selling Electric and Gas.
  • To capture tactical information from all customer contacts that is submitted to SSE to support enhancement of customer product & service propositions.
  • To provide the sales support function that allows for timely order fulfilment for customers.

Our Solution
  • CPM have built an outsourced team of 40 full time permanent sales professionals.
  • The sales team is supported by a National Sales Manager, Regional Sales Managers and Team Coaches.
  • Ancillary support is provided by a Learning & Development Specialist and a Sales Support Executive.
  • CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our SSE Airtricity client.

Results

  • CPM acquired 5,300 customers for SSE from May – December 2016
  • Forecasting acquisition of over 12,000 customers in 2017

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Case Studies

Eir

CPM delivers Direct Sales for eir in the Consumer Market

The challenge

eir and CPM’s consumer sales relationship has existed for over 16 years. CPM currently recruit, train, and manage over 80 full time field sales representatives nationwide in a tough sales and regulatory environment. We also provide excellent operational support in terms of HR, order processing, complaint handling, data management and customer Insight. CPM regularly utilise venue and event marketing to increase eir sales opportunities on a campaign basis.

Our Solution

The CPM/eir consumer sales team provides a flexible and dynamic channel to market consisting of 1 Client Service Manager, 1 National Sales Manager, 6 Regional Sales Managers and 80 Field Sales Representatives. Activity covers all 26 counties and a lead base of over half a million potential customers in every city, town and village in Ireland.

eir Consumer Markets & CPM Management teams work in partnership to develop strategies and action plans that deliver business objectives.

Results

  • 2,080 calls (per day)
  • 900 customer contacts
  • 100 sales closed and processed on site
  • Average 2.4 products sold per customer
  • Detailed tactical information collected from every sale
  • Daily product and customer insight provided to client from 6 regional hubs

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Case Studies

Lucozade Ribena Suntory

Sales, Field Sales, Merchandising, POS Merchandising

The challenge

CPM were asked to provide a solution to cover 738 retail outlets in Northern Ireland with sales and merchandising services. This coverage was to be achieved at the most efficient resource cost possible.

Our Solution

On analysing the market and the call-file, CPM proposed a solution that would provide a more targeted and impactful service, whilst only utilizing 50% of the previous resource levels. CPM recruited a field sales team comprising a Sales Manager, 3 Direct Sales Reps and 6 Indirect Sales Reps.

The top 20% of stores are called on weekly with the next 50% called upon fortnightly, the remaining monthly. Key accounts are as follows:

  • Musgrave Retail (Supervalu/Centra/Mace) & Wholesale
  • Henderson's (Spar, Eurospar & Vivo)
  • NISA & Costcutter, Dunnes & Independents

Results

During 2013, we increased share of space by 2% (an improvement of 10%).
For 2013 sales revenue increased by 6% despite a reduction in resources of almost 50% and a declining overall market.

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Case Studies

GSK

GSK Field Sales team driving sales in retail

The challenge

CPM was set the task by GSK to call on 800 symbol stores each month, selling 3 category deals by means of transfer orders. In conjunction with the task of selling into 800 stores per month, we were also tasked with defending the Panadol brand against a cheaper aggressive competitor brand, raising the distribution of the core lines in Oral Care & selling in a newly launched nutrition brand into all stores.

Our Solution

Recruited, trained & strategically placed four nationwide sales developers in the field in a 6 week turn around.

Identify & journey planned 800 stores from the Symbol mix to best target, based on store rankings sourced from relevant Wholesalers & Symbol Groups.

Identify deals best suited for the relevant symbols. Follow up on deliveries to build impactful displays & place best POS suited to defend Brands.

Results

In a six week period, the field team sold 350 Oral care deals, 400 Panadol deals & 350 Maxi Nutrition deals, achieving 115% of volume targets for Q2. The team also placed over 560 pieces of POS in the defence of Panadol space & brand.

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Case Studies

Eir

CPM manage eir SMB Inside Sales

The challenge
  • Customer acquisition for eir business providing fixed line, mobile, Broadband and Wi-Fi to SMB customers.
  • CPM’s field sales team support new customer acquisition through the provision of Sales Management, Digital Executives and Lead Generation Executives.
  • CPM also provides account management services for a portion of high value SMB customers.

Our Solution
  • CPM provide an outsourced telephone account management team of 10 full time permanent sales professionals dedicated to Inside Sales for eir.
  • CPM manage all recruitment, HR, staff management and performance of these staff on behalf of our client in the eir SMB business channel.

Results

  • Digital Executives increased Sales volumes by 200% compared to previous outsourced partner.
  • Lead Generators cost 57% of a Field sales resource and have improved the channels sales performance by 12% by having quality appointments set for the field teams.
  • Each Telephone Account Managers proactively manages a base of 400 SMB accounts along with dealing with inbound care queries and upsells to both groups of customers.

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Services

Sales Academy

The CPM Sales Academy educates and empowers sales professionals to reach their true potential.
CPM’s Sales Academy is a specialist training consultancy enabling top brand sales teams and the managers to improve their mindset and sales skills.

We have worked with hundreds of sales teams, taught them and learned from them, to continuously evolve best sales practice. Drawing upon decades of sales experience around the globe, we truly understand buyer psychology, neuroscience and how to reach peak performance.

 

CPM’s Sales Academy immediately boosts sales performance and achieves measurable, long-term results. We work alongside behavioural specialists, using real-life sales situations in our live studio, to help sales professionals build confidence, learn and embed new skills.

 

Our award-winning Sales Manager Programme enables team leaders to coach, motivate and stretch their sales teams. We use a blend of actor-led exercises, profiling, emotional intelligence and focused leadership techniques to provide sales managers with the knowledge and skills required to inspire and develop their sales teams long into the future.

 

CPM’s sales training is always aligned with commercial goals and currently boasts short and long-term sales improvement of 7% - 40%.

 

The CPM Sales Academy programme includes:
1. Mind-set training
2. Face-to-face sales
3. Telephone sales
4. Presentation skills
5. Sales management training
6. Insights Discovery Personality Profiling

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Telephone Account Management

CPM’s Telephone Account Management (TAM) services enable you to maintain strong contact with your customer base.
Telephone Account Management can be an effective, stand-alone sales tool, or a key component of an integrated sales drive working in harmony with CPM’s field sales teams.

TAM reduces non-productive travel time, allowing clients to reach and engage with more customers every day and to focus face-to-face selling activity on where it will be most effective.

 

Every CPM telephone account management solution is tailored to individual client requirements and provides unique mix of inside sales programmes, technical support, partner relationship management, retail ordering and stock placement services. Our bespoke TAM solutions will maintain your customer relationships, build long-term brand loyalty and drive sales.

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Contact Centre

CPM’s 3,500 telesales specialists will deliver over US$500m in sales for our clients this year!
Our contact centre teams have over 100 years combined expertise in developing and managing high performance telesales and telemarketing campaigns for national and international clients.

CPM’s regional hubs, based at strategic locations around the world, offer clients multi-lingual telesales programmes, spanning over 92 markets and 26 languages.

 

Our seamless contact centre sales solutions are custom built for every client blending tactical data cleaning, data qualification and with multi-stage lead generation and appointment setting for successful B2B and B2C telesales campaigns. Good telesales performance means contact centres that deliver a measurable, trustworthy service to customers that grows sales and builds brand loyalty.

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Direct Sales

CPM has been providing outsourced Direct Sales services to some of Ireland’s best regarded companies in Ireland since 2001, on a Business to Business and Direct to Consumer basis.

The experience and knowledge we have gained over the years is unparalleled in the Irish market. We understand the varying resourcing requirements, sales techniques and performance models to drive successful and compliant sales campaigns in highly competitive and regulated markets.

 

CPM will make over 1.6 million direct sales calls for our clients in 2017, delivering more than €50m in sales for our Direct Sales clients.

 

We can offer more than just a field sales solution, we can also blend our direct sales solutions to work directly and indirectly with other services such as; telesales, online and digital marketing solutions. We also provide you with the latest technology to ensure a fast, efficient and high quality sales operation and we can support you with a full sales back office solution for a complete customer journey.

 

Contact us to find out more about how CPM can drive sales for your face to face channel.

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Retail Sales

CPM works with some of the largest FMCG companies in the world and has been working in retail sales in Ireland since 1986.
Each year we will spend over 133,000 hours in stores for our clients.

Our expert teams specialise in the science of selling in the retail sector. We attract the best talent and motivate and manage them in the right way to ensure the delivery of best in class quality service and high performance sales.

 

We do this by building great relationships in store and securing real insights in retail to build trust & create influence; ultimately driving sales & ongoing loyalty on behalf our clients and their brands.

 

We provide a range of field sales activities for the retail market:

  • Availability Management
  • Stock Order
  • New Product Development
  • Planogram Management
  • Promotion sell in
  • Incremental Space
  • Category Layouts

We have a large scale island of Ireland retail team with a mix of core and tactical staff to allow our clients to easily ramp up and ramp down during the year to adapt to trends/seasonality/new product launches or other client requirements.

 

Contact us today to see how we can grow sales for your business.

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