Sales force effectiveness optimization

The CRM project was launched in 2007 as part of the strategic plan to position Areva T&D as a leading company in the electricity transmission & distribution market by 2010.

The objective was to enhance the sales force effectiveness by equipping the 3,000 sales professionals worldwide with a common, on-demand Sales Force Automation tool and streamlining and harmonizing the sales processes.

• A detailed vision of 80% of the business (compared to 25% before launching the project)
• Reliable customer and competition information
• Accurate sales forecasts
• A shared vision of “must win” opportunities and aligned sale strategies to tackle opportunities

• Top Management involvement
• A business driven project
• A strong focus on the change management

• Reengineering of the sale processes with the sale force
• Design and deployment worldwide of the SFA tool