Situation
Totaljobs sales teams were using a number of different tools to help them gather information to win new customers, gain back old customers and to help renew existing clients. Multiple tools meant that the sales teams were less efficient and unable to perform as well as they might.
Task
I was asked to create a single new tool that would streamline how the sales teams gather the information they used to gain new customers, keeping existing clients and upsell targeted email alerts. It was only necessary to create desktop view points as users would be at their desk during normal business hours.
Activities
First task was to talk to the sales teams in order to discover how they do their main tasks, understand what tools they currently use, and when they use them.
I then worked closely with the development team in order to establish if they were able to ascertain any other pieces of information using company owned technologies. One of the keys to success was our ability to "scrape" data from our own database of 7.7 million CV's to provide the sales teams with real time, precise data about our users.
It quickly became evident that this project was about data. Sales teams wanted to know;
How many candidates where in an area based on job title.
How many candidates might want to move to a different location to work.
How many people had applied for a certain job title in a location.
How many applications might a job advert receive based on title and location.
How many candidates had signed up to receive email alerts for that job title in that location.
Armed with these data points, sales felt sure they would be able to sell more job adverts, sell more targeted email alerts, convert more sales and keep more clients that might be thinking about moving to a competitor. Now I knew what they wanted and if it was achievable it was time to create simple designs and get feedback from Sales. It's not often your users are in the same office so this was quick and easy.
Results
The results of this project were far greater than anyone involved could have foreseen. Key takes from an internal survey after 3 months of use.
- 98% of Sales team members logged in everyday.
- 96% of staff understood every data point.
- 60% of Sales team members said they sold due to the AMP tool.
This equated to over £750,000 in new revenue for the company.
Finished tool branded for Totaljobs
