An international leader in specialty tape products wanted to launch a sales efficiency/effectiveness programme to grow the top line of its European, African and Asian business.
Many of the current sales practices were dictated by historical habits, processes and organisational complexity. They therefore appeared outside of the control of the sales teams.
While working one-on-one with the sales leader, our associates set up a series of meetings in which cross-functional teams from each of the business divisions reviewed the ways they could assist the sales team to "produce more money" for the business.
Using extensive input and prior research from our side, the sales team also reviewed behavioural and procedural changes the sales team could pursue to increase their effectiveness/efficiency.
The outcome was a plan for change that was supported by the complete leadership of each division and which would assist the sales team to enhance their performance.