To create sales proposals, Securitas North America was first using a MS Word sales proposal template they created in-house. They were not satisfied with it so they switched to a commercial proposal system offered by a competitor of ClientPoint. (For confidentiality we will call that system the “XYZ system.”) The XYZ system was cumbersome and not much better than using a MS Word document. They tried working with it for about 18 months, but they were never satisfied.
The problems and frustrations caused by using this system were:
- The XYZ system was difficult to use and caused resentment among reps.
- Because the XYZ system was so difficult to use, it now took sales people significantly more time to create a proposal than it took to create a proposal using the company’s original in-house proposal template. This decreased the productivity of their sales people and increased frustration.