Challenge
A company relying on its brand reputation only, while being heavily attacked by highly agile competitors, experienced a significant loss of market share and customers a extremely dynamic market.
Approach
After conducting a detailed assessment of sales performance in three pilot countries, we created a task force, composed of the best managers and salespeople, all of whom volunteered to start from scratch.
A high-performance selling approach was designed, including the sales tools necessary for excellence in the field (CRM facilitating the identification of opportunities, sales enablement tools facilitating access to content and sales pitches, etc.), formalized in a playbook and presented to the teams by their peers.
After a training program for managers and all sales representatives, a six-month coaching program was implemented.
Results
Overall, these activities lead to an increase in the pipeline of more than 150% and the closing of 350 major accounts, thanks in part to a significant increase in field sales time.
What really moved the needle: work confidently with recognized leaders in the sales team, create a sales approach aligned with the company culture, conduct real-life training sessions with customers to be won over or developed, and gain the trust of managers before taking action.
