Sentia - Built On The Practices of Super Sales People

The Sentia application was developed when the Sentia founders had a major profit motive to uncover just what made super sales professionals so successful.

After having led 3 different businesses with revenue exceeding over a $1 billion, Sentia founder, David Forder, then co-founded a multinational staffing business which grew to providing sales teams across several continents, to more than 45 global brands, amounting to over 1200 sales professionals.

HBR and others recently reported that 4% of sales professionals sell far, far more than the rest - as much as 94% of the goods & services in the USA. David was determined to identify just what these practices were that made these sales professionals so successful to ensure success for his own sales business.

They began a 5 year journey into identifying just what makes the 4% special.

Step 1. After identifying the super sales team (the 4%) within his own 1200 salespeople, David's team established a formal project group with this mastermind group. After 3 years of research, they finally were confident that they had identified the unique practices and processes that delivered such amazing outcomes! The secrets were uncovered.

Anticipating the success to come

David's firm invested in building custom software to replicate these practices. This initial application was built on Salesforce.com CRM. The application was designed to clone the practices of the super salespeople. It was built and deployed to the entire sales team of 1200 reps but it simply didn't deliver much improvement? A careful analysis of why it hadn't been successful identified the issue. The success of the new application depended entirely on enthusiastic adoption by the sales team. Typically, salespeople push back on using most CRMs as they believe that these add more work than value. David felt he could solve this issue also! A re-design was needed.

Back to the drawing board

David's firm spent another 12 months determining exactly what sales professionals would ideally want from a CRM. What would ensure that they were eager to make use of it. They then completely rebuilt the technology. It still encompassed the secrets from the super salespeople, but was re-built from the ground up to meet the needs of the sales team also.

Was this the one?

David deployed this rebuild, the firm held its' breath and the sales & productivity from the 1200 reps exploded! Four of Davids' clients at the time, observing the amazing outcomes, then approached him with a request to build the same system for them and Sentia was born.

A Truly Smart Layer

Sentia rapidly proved its' worth and was invited to become a salesforce.com partner. Today, Sentia's 'smart layer' application is a native app available for Salesforce CRM and other CRMs. In addition, to allow Sentia to supercharge outcomes for clients even further, it is now configured by David's company for each specific customer's needs and sales process. It is a game changer that drives revenue, productivity and user adoption on CRM.

And Sentia Delivers