Building Sales Power

In order to turn around a declining revenue picture, they needed a level of sales management that didn’t exist. They had previously run their business as a set of small, locally-managed standalone businesses, with sales treated as only one part of the local general managers’ job.

They didn’t have the time or money to hire sales managers from outside, so chose candidates from their best current salesmen and some local general managers who seemed to have a flair for sales.

They put in place a completely new sales management team. We helped them design the sales process they would use globally, identify the key performance metrics for their sales reps and the key activities for themselves as sales managers. We also helped them put in place an implementation plan for transitioning to the new approach.

Results: First full year revenue up 22%

Profit before tax up 32%.

What next?

If you need to build internal capability fast, then contact us.