Case Study – Technical Sales Organisation

Summary

A national industrial rental company with an EBIT which had flat lined for several years and facing challenging external economic conditions asked us to support them with a business growth strategy.

Challenge

• The economic impact on the business due to changes in the mining sector were significant
• There was a poor sales culture including no consistent sales approach
• No detailed competitor analysis had been conducted
• Teams were working in silos
• Decision making authority was unclear and inconsistent
• There was limited opportunity for staff to provide feedback
• There was a lack of accountability to outcomes

Our Response

• Specific sales training was provided for both inbound and outbound sales teams
• A Senior Leadership Team was established and individual/group coaching provided to enhance capability and confidence in leading through change
• Group workshops were facilitated with all teams to encourage ideas, input and ownership of the way forward
• New roles were created to support the new ways of working 
• A master program plan with clear accountabilities and timelines was developed and maintained
• Transparent tracking of performance was implemented, and reward and recognition programs were linked to performance
• Two-way communication channels were set up between leadership and team members, and regular meetings with defined frameworks were introduced

.Results

Within 2 years:

• Over 900 new additional contacts in the CRM
• Over 500 planned face to face customer meetings had occurred
• Revenue had increased by 20%
• EBIT had increased by 43%
• New products had been added to the inventory

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