Ullink is a London-based, global multi-asset trading technology software provider. They help those buying and selling connect and execute millions of trades, each day. We worked with them to improve their sales planning and pipeline management processes, across the organisation.
Ullink was keen to grow but the way they managed the sales process, originally, was becoming increasingly frustrating. With few sales and CRM systems in place, combined with a massively time- (and resource-) consuming, manual, reporting technique, and an absence of central sales pipeline visibility, it was very difficult to review progress, predict sales and understand conversion rates. Something needed to be done.
First, a new, global, Head of Sales Operations was hired. Then we worked with the board and executive team to ensure this important role was fully supported. Next, training sessions were organised for the global sales team, to ensure that the CRM system was used regularly and accurately. Finally, detailed weekly and monthly dashboards were set up for each Sales MD, so they could see performance and pipeline. Ullink also established, a weekly, global programme of meetings, with different members of the team, to discuss pipeline, forecasts and business health.
The results have been significant. In addition to generating an annual, double-digit growth in sales, Ullink has been able to develop an organisation-wide culture of better future planning, setting up a strong foundation for continued future growth.