iLinc Communications is a high-growth software company, providing leading collaboration and communications solutions to some of the world’s largest companies. Having experienced significant growth in their sales department, iLinc’s senior management realized the need to implement a solid sales methodology to increase visibility into the progress of the business and also to increase predictability in forecasting. In addition, iLinc was looking to better understand what was happening during the sales process and to combine the knowledge in the company to formulate a single and consistent methodology that delivered predictable results.

The Goals

• Define the ideal sales process
• Create a common sales language
• Improve forecasting accuracy
• Increase lead generation
• Increase sales margins

The Solution

• Complete The DNA Selling Method training
• Produce the question-based sales process customized to the iLinc team
• Conduct Mastery Workshops to ensure skill and process implementation

The Results

• The newly-developed iLinc DNA Selling process became the standard and led to increased margins, quicker sales cycles, higher-value sales and better closing ratios
• Almost immediately, the forecast accuracy at iLinc was increased dramatically. Over the next few quarters, the company consistently maintained a forecast accuracy of within 5% from quarter-start prediction.