WM Reply

WM Reply had grown consistently year on year since its inception, although had started to feel that the over-reliance on its senior leadership team for new business and for client revenues had reached a critical point. It was looking at ways in which it could optimise and increase efficiencies within its sales operations in a short-term.

WM Reply had been recommended to us by Sideways 6, a client of ours, who was one of WM Reply’s Microsoft social collaboration partners. WM Reply had struggled to get clarity on all of their existing commercial operations and believed that both the fact of running 2-day workshop, and the deliverables of the Sales MOT report and analysis would give them clarity and enable them to take a step back, review and commit to necessary changes in their business.

Analysis – we held a 2-day workshop with their senior leadership and drafted in project members into the relevant sessions. Key areas of focus for the team was their sales process, the working relationship between project managers and consultants and their business development and key account management practice.

WM Reply understood how large the delta was between their teams ambitions and their sales practices. The clarity and openness of the report showed them what particular sales practices were broken and what were the top 10 practices that needed to be actioned in the next 90 days. They also had further insight on their digital marketing practices and sought to hire the correct individual based on outcomes, activities and skills needed for the Marketing Manager role.