BJG Electronics uses MITS to hold sales team accountable

Submitted on: Tue, 03.25.2014 09:04pm - Annie Eissler |

I recently had a chance to chat with Lisa Hathaway (Manager of Information Systems) and Mark Mulle (Global Sales and Marketing Manager) at BJG Electronics, a value-added distributor of mil-aero, industrial, and harsh environment connectors, connector accessories, and electromechanical interconnect products.

A user of Infor's A+ ERP system with almost 200 employees, BJG had big reporting needs that could not be met by the company's one-person IT shop (sound familiar?).

“Our outside sales team needed ongoing access to performance information to set goals and keep track of how each sales territory was doing,” Lisa told me. “There is just no way I could balance all of the reporting needs across the company without using a third party solution, especially given the lack of reporting out of our ERP system.”

For Mark, getting a solution like MITS was mission-critical as hard metrics drive bonus payments for his team. According to Mark, “if we expect our sales reps to be accountable for their sales and other goals, we had to give them the tools to be successful. The dashboards and scorecards that came with MITS helped us jumpstart adoption. With very little training, my team was able to drill into their accounts to identify opportunities for growth."

Read the case study to learn more about MITS in action at BJG Electronics.