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Company: Infinity Info Systems, Inc., New York, NY
Entry Submitted By: Lotus Public Relations Inc.
Company Description: Infinity Info Systems specializes in Customer Relationship Management (CRM), contact management and sales automation. Based in New York City, Infinity offers CRM products and solutions including SalesLogix, ACT!, Sage CRM and Microsoft. The company has received numerous industry recognition including the Microsoft Business Partner and the Sage Software Business Partner of the Year awards.
Nomination Category: Best Team Performance
Nomination Sub Category: National Sales Team of the Year
Nomination Title: National Sales Team, Infinity Info Systems
How many people are in your organization's entire sales department?
13
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
$14.5 Million
Describe the nominated team's top 3 accomplishments during the eligibility period (up to 100 words):
1. Annual sales have grown more than 30% each year since 2002. Revenue
increased from $3.2 million in 2001 to $14.2 million in 2006
2. Received many awards from the industry and partners
• Top Sage Business Partner of the Year: two years in a row out of more
than 6,000 partners world-wide
• Sage Chairman's Club and Million Dollar Achiever
• Sage CRM Solutions Business Partner of the Year – four consecutive years
• Microsoft Partner Awards – CRM Evangelist, SMB Customer Satisfaction
and Experience, SMB Compete, SMB Satisfaction, Gold Certified Business Partner,
President’s Club
• NY Enterprise Report Award – Best Practices in Human Resources 2006
• CRM Magazine “Rising Star” 2007
• KMWorld Trend-Setting Product of the Year 2007
3. In 2006, all sales reps and teams achieved 100% of quota and many
surpassed it. In 2007, all sales teams are on track to eclipse their quotas by
more than 30%.
List the nominated team's top 3 lessons learned during the eligibility period (up to 100 words):
1. Using Business Intelligence tools, dashboards and analytics helps to
make better decisions: Infinity achieved a much more accurate view of its sales
pipeline, customer needs and opportunities from these tools. Management used
this information to increase the production from the sales teams, tweak
marketing initiatives to better support sales and more efficiently manage sales
and operations.
2. Working as a team creates efficiencies and generates higher sales:
Infinity organized the sales force into teams consisting of senior account
executives, sales associates, sales engineers and solutions consultants. These
teams built deep industry experience, which helped Infinity gain greater market
share in the financial services and life sciences markets. The teams made it
easier to service larger clients, sell additional business, and close larger
opportunities.
3. Having a strong selling process and methodology increases the sales
teams’ motivation, drive and production: Infinity keeps a sales coach on
retainer to help its reps improve their solution/consultative selling. The
company also employs many sales contests and incentives that help to motivate
its sales teams.
Briefly describe the qualities that distinguish the nominated sales team from other sales teams in your industry (up to 100 words):
Selling by Example: Infinity excels at selling CRM software to sales
organizations -some of the toughest clients imaginable. One of the reasons why
the company succeeds is because it is an avid user of CRM and other tools,
Infinity’s reps are a living demonstration of the effectiveness a well-run CRM
system can bring to a sales force.
Using Technology to Improve Sales: Infinity lives by a simple rule: understand
new technology and develop practical uses for customers. Infinity implemented a
suite of business intelligence tools, dashboards and analytics to help
management get a better view into the sales pipeline to make better decisions.
These tools have helped Infinity to better track sales reps’ progress toward
their goals, monitor customer interaction, refine their sales process and
ultimately, increase sales. The company is now teaching its clients how they
can utilize the same tools to achieve the same results.
Provide a brief biography of the leader(s) of the nominated sales team (up to 100 words):
Brian Weinberger has been director of sales at Infinity Info Systems since
December, 2003 and oversees sales staff recruitment, development and revenue
growth. Brian joined Infinity, fall of 1999 as a Senior Account Executive,
where he developed the valuable skills to lead a team and increase the client
base. Prior to joining Infinity, Brian was with ADP (Automatic Data Processing)
where he mastered the fundamentals of selling as a sales representative and
later as part of the management team. Infinity recruits from Brian’s alma
mater, Indiana University-Kelley School of Business, and currently employs six
sales reps who are graduates of IU.
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