Success stories

Santiago Fregenal is an executive with more than 20 years of experience in sales management and business administration. He currently serves as General Manager of H&CO Technology Argentina. Previously, he was Sales Manager at H&CO Latam and Channel Sales Manager for SAP Business One. He has held key positions at Nación Leasing S.A., Process Technologies, and Grupo Calipso S.A. He also taught at UCES. He holds a Master's in Strategic and Technological Management from ITBA and a Bachelor's in Business Administration from UBA.

Background

Our company faced significant weaknesses in our sales planning and monitoring methodology. The lack of clear, precise management indicators, superficial quota budgeting, and weak periodic results control undermined our governance of the sales process. At the same time, without a sales management methodology capable of tracing the explanatory causes behind our deal conversion with multilevel metrics, our ability to optimize our experience and sales capabilities in the world-class ERP sector was limited.

Solution

In collaboration with Imppulsor, we implemented a Sales Productivity Program to optimize the sales generation flow, integrating specific strategies, methodologies, and processes. We conducted detailed activity and productivity analyses using precise effort and effectiveness metrics and established rigorous operating plans. We implemented monthly and quarterly controls to monitor results and adjust tactics.

The program transformed our sales management by providing a scientific, detailed understanding of the factors driving sales generation, rather than relying on individual salespeople's willpower. We aligned the team around structured sales planning and established quarterly control rituals (QBRs), driving effective shared accountability and strengthening the overall performance of the sales organization.