Interview with Juan Yera Vice President, EMEA Intermec Technologies Corporation (3:05 min, Online DVD)

Founded in 1966, Intermec Technologies Corporation is a global leader in Automated Data Collection (ADC) specialising in end-to-end supply chain information solutions. Intermec helps customers gather, manage and use information to improve the effectiveness of their supply chain. As a pioneer in the field of radio frequency identification (also known as RFID) Intermec provides customers with an exciting new technology that revolutionises the way information is gathered and used, making it possible for them to deliver added-value services more easily and cost effectively.

To improve sales performance and more effectively position the value of their solutions at multiple levels in the customer organisation, Intermec teamed up with Infoteam. Together, we deployed workshops globally to help Intermec sales teams develop action plans to win opportunities in their key accounts using a comprehensive sales process and supporting tools. In addition to sales teams, Infoteam helped educate pre-sales engineers, product management, marketing, and other functions to support implementation of the Winning Complex Sales™ methodology throughout the organisation. To support the use of good sales methodology, Intermec has incorporated Winning Complex Sales™ into its SAP CRM system.

Key success factors for the implementation:
- Management leading the change process
- Complete sales teams focused on current opportunities
- Strong supporting tools, including SAP CRM
- Incentive program to reward desired behaviour