Sales Engine

The Sales Excelerator programme focuses on the combination of marketing, sales and service. Turning our attention specifically to sales, we use the ‘sales engine’ – a tool that is particularly helpful at contact centres and inside sales organizations. For this, TOTE-M uses a method called IDC (identification, detection, conversion), which comprises a set of processes.

This method – which is also known as closed-loop lead management or pipeline management – is based on the quantification of the various business units within the organization. How big is the market share of each individual business unit? What potential is feasible? The success of the sales engine therefore depends largely on database management.

The first phase consists of collecting the data. Each item is analysed in terms of sales costs and sales potential. These and other measurements enable you to make well-founded decisions regarding your sales focus. Instead of focusing on conventional targets (such as number of calls), your customer management becomes more revenue-driven. The sales engine can thus help you to achieve spectacular revenue growth. 

You can download the leaflet about Sales Excelerator below on this page.