Benchmarks & Case Studies
Implementation of the sales organisation model
Challenge
Problem
• Sales under budget
• Organisation not placing focus on the customer
• Low sales productivity per salesperson
Root causes
• Lack of preparation for the moment of sale
• Uncontrolled sales process
• Salespeople involved in different sales channels: multitasking
• Lack of knowledge of customer segmentation by sales potential
• Sales teams not sized according to potential portfolio
Solutions
• New customer-focused organisational model: assignment of salespeople and managers by sales channel according to profiles and segmentation
• Control and monitoring process of the Sales Funnel
• Standards of preparation and sales argument
• Training and coaching plan to improve salespeople's results
Results
The project generated $3m per year.
Retail sales
Retail sales increased by 20%.
Business Centre Sales
Business Centre sales increased by 30%.
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