Over the last four years, Levitt Safety (Canada’s largest specialist safety and fire-protection company) has reduced the size of its field force and scaled-up its inside sales and customer service teams.
In this interview Bruce Levitt and Fraser Gibson share insights into their four-year journey (thus far) with SPE and talk about the challenges and the triumphs.
The good news is that they have been able to make the radical changes above with no initial drop in sales, predictable growth ever since and a significant improvement in customer service quality, almost from the get-go.
Over this period, Levitt has built all the elements of what we call the Standard SPE Model. This model consists of:
- A robust customer service team (who obsess over on-time case completion)
- An inside sales and promotions team (who work together to ensure that salespeople each have 30 meaningful selling interactions a day)
- Field specialists (who handle discrete tasks, pushed to them by inside sales or customer service)
- An enterprise sales team (featuring a BDM paired with a BDC: ensuring the former can maximize their face-to-face time)
This interview will appeal to serious practitioners of SPE. It’s a detailed analysis of Levitt’s journey thus far (not a breathless testimonial.) But, there are many gems.
Like, for example: Continue reading “Levitt Safety: their four-year journey with SPE” »