Software Solutions Company - HOUR

HOUR (Payroll/HR Software Solutions Company. Zilina, Slovakia. Approx. 60 employees. Founded 1993) HOUR is a provider of payroll and HR management software solutions targeted towards mid-size and corporate companies

Case Study

HOUR has approximately 60 employees, and is on the market roughly 20 years

They had an active 3 person sales team, but wanted to standardize the sales process that the salespeople used for several reasons:

  • to make the sales process more controllable and measurable
  • to be able to predict sales results better
  • to better compensate the salespeople for their effort
  • to have to good base for implementing new salespeople in the future

We analyzed their existing sales process and made some of their steps more effective:

  • more channels in lead generation
  • created a step-by-step guideline for calling on – approaching clients (via email, phone, personally)
  • introduced a so-called qualification meeting before the presentation
  • tailored the presentations to the clients’ needs
  • made a sample presentation and practised with salespeople (video-lab)
  • developed follow-ups for presentations
  • created a process for closing deals by asking for a meeting
  • introduced no-pressure closing method
  • created a process for asking for referrals

The result was an increase in both meetings and completed deals.

Also as a result, HOUR requested that we helped them create their new marketing strategy to help bring in more good leads for their salespeople.

Read more case studies

Try NorthStar
For free

Let’s connect and learn more about your situation.

Let’s have a 20-minute chat – and then if it makes sense, we’ll set up a free workshop for you and your team. The workshop gives you actionable sales ideas you can use now – and lets you check if we are a good fit.