Customer Profile: A 45 year old manufacturing organization
Problem: Having grown organically over 45 years, this company had no formal sales team. Requirements came from customers by word of mouth only. There was a need to build an entire sales mindset and sales approach in the company.
Solution: We engaged very deeply with the CEO and started with the exercise of creating a sales plan. The sales plan was then converted into a very clearly defined segmentation. And from segmentation we moved to geographies, and then from geographies we moved to a product wise mapping with customer selection and identification. There on we evaluated sales teams and their competencies. Decisions were taken to hire new sales people to bring in professional sales expertise. This was converted into an operating plan where, day by day, week by week, month by month a sales mindset was inculcated in the company.
Benefit: An old way of working was transformed into a more focused sales oriented and growth oriented organization with the turnover increasing by 60% over two years from the time our engagement began with the client.
Sales Strategy Development