The client is a UK leader in load restraint solutions for the haulage industry. They supply to large international haulier groups as well as the independent sector.
Their challenge was that sales growth was stagnating a little. I was asked to review sales practices and design/implement a sustainable plan for sales growth.
Priority was to understand the business model, business processes, customers and business systems. This was achieved by informally interviewing staff, joining customer sales visits and listening to sales calls.
Working closely with all stakeholders I identified opportunities to increase customer contact and make better use of CRM technology.
We agreed to introduce individual daily and monthly targets for contact activity and revenues. Sales results were shown in real time on screen and sales results were celebrated loudly to increase motivation.
Sales result started to increase after the second month and the overall 2016 target was achieved. The 2017 sales plan is significantly higher and the business is on target to achieve this.
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