Gain top line growth by improving sales performance and capabilities
Wholesaler wanting to accelerate growth in top line and wanting to improve its sales effectiveness, productivity of its sales team and what done with marketing & purchasing.
Diagnostic of current sales activities, processes, pricing and sales tools. Developed roadmap and identified quick wins. Put in place a sales commercial community and formalized the job descriptions, roles and goals per sales person. Pilot and deployed new sales enablers (Showpad to help sales in their customer meetings, better present relevant content, promotions). Deployed customer relationship management system to manage visits, actions and their sales. For 6 months placed in an interim role a director of sales for Luxembourg. Helped hire permanent sales director.
Significant improvement in top line sales and margins. Motivated team. New ways of selling in place – for example one of the promotions done with new sales enablers deployed generated incremental 500.000 Euros in revenues in two weeks.