Case Study – Operations Excellence

Rapid Sales Stimulation

Assignment

Sales Strategy: Significant increase of Sales Organization Effectiveness for a Facility Management service provider

Challenge

Executing land grab strategy in fast growing emerging market to secure untapped customer segments and reach leading market position

Client benefit

Profitable double digit growth through high rate of improvement steps due to minimal cycle time from investigating ideas to implementing corresponding measures

Approach:

  • In-depth data analysis and benchmarking across key dimensions of interest, e.g. detailed customer segmentation, pricing and discounts, new sales, renewals and churn, and customer satisfaction
  • Identification of bottlenecks and opportunities for higher sales efficiency
  • Setup and piloting of focused sales stimulation program, including improved customer research, profiling, and targeting, lead generation program, optimized customer visit policies, alignment of sales incentives and pricing policies, and KPI-aligned sales management reports