Developing a Toolkit for Supporting the Sales Process in an IT Company
Soini, Samuli (2014)
Avaa tiedosto
Lataukset:
Metropolia Ammattikorkeakoulu
2014
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201405127373
https://urn.fi/URN:NBN:fi:amk-201405127373
Tiivistelmä
This thesis aims to examine the case company sales process and identify what kind of tools are missing from the current sales process. The outcome of the thesis is a proposal for a new toolkit which would support the current sales process to reach higher sales results.
To achieve this purpose, the Thesis utilizes action research (AR) as its research approach. In this approach, one of the key points is the customer and the case company involvement with the aim to improve the current way of selling. This study draws from three main data sources which are internal interviews and documentations, and customer interviews, utilized in the current state analysis and building the first version. External interviews which are as well utilized in the current state analysis and building the initial version. Company internal material is used for the current state analysis and finally the steering group meeting data is utilized when building the final proposal. Research design includes data collection, best practice collection, executing the current state analysis and based on the identified needs, and proposes a solution to fill the gaps in the current sales performance.
The outcome of the thesis is the proposal of a new toolkit to support the current sales process and help the sales team to perform at a higher level in the future. The toolkit contains a set of focused practical business-to-business sales tools and proper explanation how to utilize them in the future. To enable the new toolkit, the thesis also proposes an action plan how to implement the proposal into practice. The action plan contains eight steps and practical tasks for the case company to ease the implementation process.
To achieve this purpose, the Thesis utilizes action research (AR) as its research approach. In this approach, one of the key points is the customer and the case company involvement with the aim to improve the current way of selling. This study draws from three main data sources which are internal interviews and documentations, and customer interviews, utilized in the current state analysis and building the first version. External interviews which are as well utilized in the current state analysis and building the initial version. Company internal material is used for the current state analysis and finally the steering group meeting data is utilized when building the final proposal. Research design includes data collection, best practice collection, executing the current state analysis and based on the identified needs, and proposes a solution to fill the gaps in the current sales performance.
The outcome of the thesis is the proposal of a new toolkit to support the current sales process and help the sales team to perform at a higher level in the future. The toolkit contains a set of focused practical business-to-business sales tools and proper explanation how to utilize them in the future. To enable the new toolkit, the thesis also proposes an action plan how to implement the proposal into practice. The action plan contains eight steps and practical tasks for the case company to ease the implementation process.