In our switched-on world, power outages can be extremely inconvenient for individuals. But for businesses, even very brief interruptions can cause catastrophic losses.
Socomec is a leading manufacturer of power switching and changeover equipment, specializing in electrical distribution and energy supply continuity. By ensuring energy availability, Socomec’s products protect critical facilities around the world from the disastrous consequences of a commercial power outage.
Seeking to expand the company’s client base, a Lean Six Sigma project team at Socomec’s French office set out to diagnose and address problems within the organization’s sales process. By analyzing data with Minitab Statistical Software, the project team identified the most effective components of Socomec’s sales operation. Their work led to the customization of Socomec’s customer relationship management (CRM) software, and highlighted the need for a global review of the company’s sales organizations.
An examination of the varying effects of each profile category on revenue revealed that the mean revenue associated with Engineers was statistically different from the means produced by the Sedentary and Traveling categories.
Because different people find it easier to understand different types of visualizations, Minitab’s powerful graphics can quickly display data in a variety of ways. For example, the individual value plot shown below offers an alternative perspective on the same data about sales team profiles.
An individual value plot examines the individual values in each sample in order to assess sample distributions. By graphing each value separately, the graph displays the spread of the distribution and helps to identify potential outliers. The plot above confirms that the mean revenue pertaining to Engineers is larger than that of sales team members with Traveling, Manager, or Sedentary profiles.
Understanding the aspects of sales operations that had the most positive influence on revenue helped the project team focus their efforts on the processes with the greatest potential for achieving company goals.
- Leading manufacturer of power switching and changeover products
- Transfers supply to operational backup source
- Established in 1922
- Employs approximately 3,100
- 30 subsidiaries on all 5 continents
- Yearly revenue over $3.7 billion
Optimize regional sales operations to increase revenue.
Minitab® Statistical Software
- Confirmed sales activities that positively affect revenue
- Identified solutions for improvement
- Implemented improvements across multiple sales teams
- Kicked off global effort to improve sales teams throughout the company