Inside Sales Strategies Project

With COVID and the corresponding shutdowns required of our customer base, our company, and the manufacturing industry as a whole, has become increasingly disconnected. As a result, our stagnant account list has grown substantially. We currently have 1000’s of accounts that were once viable customers that haven’t done business with our company for over a year. Our current sales structure does not allow sufficient resources to re-establish contact with these accounts and provide solutions for Burke’s full range of services. Given the normal training period for an Account Manager is up to 5-years, using our traditional sales methodology is not feasible.

This project would include development, testing and refinement of a new sales strategy that includes deployment of an Inside Sales Team. This team would utilize a customized CRM system to reach out to stagnant accounts by telephone, email, and/or LinkedIn in an attempt to secure sales appointments with an experienced Account Manager. The outcomes of this project include data collection, analysis and recommendations for the successful implementation of an Inside Sales Team and strategy. Ultimately, this will provide improved sales and financial growth for Burke.

Faculty Supervisor:

Ryan Young;Leo Wong;Kennedy Clayton

Student:

Partner:

Burke Group

Discipline:

Business

Sector:

Manufacturing

University:

Northern Alberta Institute of Technology; University of Alberta

Program: