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Company: WebEx Communications, Santa Clara, CA
Entry Submitted By: Horn Group
Company Description: Founded in 1996, WebEx has grown into the worldwide leader in online meeting applications, with 64% market share. More than 3.5 million people use WebEx every month to communicate and collaborate online. We continue to develop technological advances without sacrificing the reliability and security that enables on-demand collaboration.
Nomination Category: Best Team Performance
Nomination Sub Category: Online Sales Team of the Year
Nomination Title: Online Sales Team, WebEx SOHO
How many people are in your organization's entire sales department?
WebEx has always had an SMB team focused on companies with 1000 or less
employees, yet saw two issues in the marketplace. One was the need for the SMB
reps to spend more time with the larger companies in their segment and the
other was a ton of opportunity at the lower end that wasn’t being optimized.
Based on this, WebEx created the SOHO (Small Office/Home Office) team at the
beginning of the year to focus on companies with 10 or less employees.
The SOHO Group started with just four reps and the original sales plan was to
end the year with ten, but the results and response from our customers have
been so great that we accelerated the plan and currently have 15 reps with
plans to add 70% more over the next year.
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
In their second quarter sales were up 94% over their first quarter, then an
incremental 72% in the next quarter (3rd qtr.) or approx – 231% from Q1/Q3.
WebEx expects the results from this team to be a $10m business by the end of
next year.
Describe the nominated team's top 3 accomplishments during the eligibility period (up to 100 words):
• The sales team has had their best month in sales bookings 9 out of the
last 10 months and increased the number of deals and total bookings done every
single month.
• Using online collaboration tools has allowed the team to serve the
whole country from two locations – completing all prospecting, qualification,
and closure - all online.
• Culture of success. Each team member is in charge of specific
programs & initiatives thus giving them an opportunity to expand their
leadership, while also creating accountability & ownership.
List the nominated team's top 3 lessons learned during the eligibility period (up to 100 words):
• Hire for energy, natural sales acumen, and passion to succeed.
• Make it fun, drive behaviors and tendencies through fun and rewarding
challenges.
• Growing companies have growing needs. All too often we hear customers
saying “you may not have a solution for a small company like ours” or “do you
have a solution for a small business?” The fact of the matter is a growing
company can realize just as much, if not more value as they do not have the
resources to be in multiple places at once.
Briefly describe the qualities that distinguish the nominated sales team from other sales teams in your industry (up to 100 words):
Focus on the customer and give them what they need. The SOHO team promotes
being up front with pricing and packaging, yet consultative to add value in
using these services in their business.
Provide a brief biography of the leader(s) of the nominated sales team (up to 100 words):
Faiza Hughell became SOHO Sales Manager for WebEx in January, 2007. She is
responsible for segment sales strategy, team leadership and go-to-market
activities. Previously she has held management positions in Sales Development
and has been directly involved in overseas expansion to the emerging India
market. She began her tenure at WebEx in 2003. Prior to which she held Sales
Executive positions with HDI and Speedera Networks.
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