Our Client:
A leading electrical & automation company
Client’s Challenge:
Our client wanted to build a structured Sales Model to enhance its customer acquisition efforts and increase its sales rapidly & with more uniformity.
How we worked together:
- Introduced a new Sales framework and implemented it with the team over 2 years
- Linked the Sales model to the Business strategy and reorganized the sales structure.
- Introduced the customer selection & prioritization tools and trained the team on the differentiated selling approach.
- Made the customer visit planning & review more robust to increase sales time with customers
- Brought focus to measuring performance drivers & data analytics to drive growth
Impact:
2.0x Growth - In 3 years, the topline of the company doubled with an increased retention of customers .
Increased Productivity - The sales per person grew over the years and led to better visit planning and time.