“We are a long-time, disciplined user of The Complex Sale methodologies. These tools provide us with a common process and language for winning important deals.  Through the integration of these products with our CRM solution, we are better positioned to scale our business and improve our bandwidth as a selling organization.”

– Rick Baron, Senior Director of Sales Operations, Manhattan Associates

Manhattan Associates, a global supply chain optimization software and technology company, has been a long-time dedicated user of The Complex Sale’s proven R.A.D.A.R.® methodology.  In May 2007, the company automated the tool by integrating it with its CRM system, Salesforce.com. As a result, salespeople and their managers are now able to track the status of major opportunities in real-time, while making strategic decisions confidently, knowing that they are working with the most up-to-date information.

“We are a long-time user of the R.A.D.A.R. methodology, but in the past, we have faced a challenge with version control of sales strategy documents,” said Rick Baron, senior director of sales operations for Manhattan Associates. “When you circulate a static document, it is almost instantly out of date.”

Before integrating The Complex Sale’s GPS R.A.D.A.R.® (Global Positioning for Sales) tool with Salesforce.com, sales reps and managers at Manhattan Associates kept track of opportunities through documents that were e-mailed to members of the sales team. Today, salespeople and managers have a systematic approach to opportunity management.

“Anyone on a sales team with access to Salesforce.com for a given opportunity can view current sales strategy information related to that opportunity. The automation of these tools has been more effective than e-mail and has dramatically improved our confidence that the data we are working with is accurate,” Baron said. “Integrating R.A.D.A.R. with Salesforce.com gives everyone assigned to an opportunity – reps, pre-sales solutions consultants and management – the ability to collaborate on deals in real-time.”

In addition to GPS R.A.D.A.R., Manhattan Associates also recently integrated the GPS M.A.P. (Major Account Planning) tool with Salesforce.com to provide a systematic approach to account management. M.A.P enables the T.otal E.nterprise A.ccount M.anagement® methodology from The Complex Sale, which focuses account managers on a very strategic approach to building a complete account plan. This helps managers drive their account strategies so that they are spending their time doing the right activities, with the right people, to execute their plan.

By having a common selling language and automated process, salespeople no longer have to learn a whole new process and set of terms when they change selling teams.

“These tools create a standards-based environment for strategic information entered into the system,” said Baron. “They provide the entire sales and management team with one language of common terms and a consistent approach to selling. This enables everyone to better prepare for the two most emotional and political points in the sales process – the decision and approval phases. By using a common language in the sales cycle and integrating the process into our business systems, transitioning salespeople and managers among teams can be done more quickly."

Manhattan Associates provides global supply chain excellence to more than 1,200 customers worldwide that consider supply chain optimization core to their strategic market leadership. Manhattan SCOPE (Supply Chain Optimization from Planning to Execution) is a portfolio of software solutions and technology that helps organizations optimize their supply chains from planning through execution. For more information, visit www.manh.com.