Turning around sales

LPH · #1 (**permalink**) 06-22-2004, 07:02 AM

One division of San Francisco-based pharmaceutical distributor McKesson Corp., wanted to maximize cross-sell opportunities. Its sales team found it nearly impossible to familiarize themselves with the 30,000 products -- made by 300 different manufacturers -- that they sell.

The solution: McKesson armed reps with tablet PCs to carry with them on calls. Reps can now access customers' products, as well as use a built-in commission calculator to see how their pay would rise if they're able to cross sell.

"It's what they call your spouse on a chip," Dickie joked.

In addition, the tablet PC does some data mining to recommend potential products for customers. It also gives reps cheat sheets on those products and scripts that the salesperson can follow when talking with customers. Dickie called it a "product manager in a box."

As an early adopter of tablet PCs, McKesson invested just $18,000, Dickie said. In the first three months, the company increased revenue per rep by 30%. It also logged a 400% jump in new product hit rates and a 1.4% improvement in profits.

Wow. That is a huge sales jump. :w00t:

Turning around sales

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