Sales improvement

The Challenge

Strategy and approach

Methodology used

The Outcome

Ł1.5 billion logistics provider with offices in 32 countries.

To develop a Global Sales Programme (GSP)

Centred on multi-national manufacturers rather than selling on a country-by-country basis

Sales and marketing organisations communicated poorly across country lines and within industry sectors.

Reviewed internal sales and revenue objectives on a global and country-by-country basis.

Examined failure and success cases and compared with competitors.

Reviewed sales training and operations and service capabilities.

Examined IT interface and connectivity with customers.

Developed sales and revenue targets that rolled up from country levels to global targets.

Identified industry sectors which were more in line with the service capabilities of the logistics provider.

Developed and implemented sales training courses to improve sales effectiveness.

Created global sales teams that were a good ‘fit’ with the sales and operational needs of the target customers.

The Global Sales Programme (GSP) improved ‘success of contract’ from under 5% to over 25% in the first year.

The GSP generated $150 million of new revenue in its first year and $250 million in the second year.

Overall revenue growth increased from 2% to 15%.

Sales -Change

Assigned by a leading, US based, worldwide supplier of software to increase it’s UK subsidiary sales and UK market presence in preparation of a potential acquisition by a European operation. Verifying the viability of the value proposition we leveraged off major Customer links within the USA and introduced new sales methodologies more suited to the new target blue chip companies. This meant moving from e-marketing and telesales operations to strategic account management techniques. Company successfully acquired.

Sales - Mentoring

Assigned by a Technical Support Services Organisation following a successful MBO to both provide commercial and managerial mentoring and to gain increased market share for their services. The Client’s organisation prospered and grew in a climate of recession eventually forging a successful merger 12 months later.

Sales - Change Management

Assigned with the key objective of ensuring that an overseas operation generated sufficient cash to fund its operations including any associated capital expenditure. This resulted in a major cost reduction programme, integrating the overseas systems and procedures with the parent. Revenue was stabilized and the financial objectives were met including profitability, cash flow and cash collection.