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Impactful Sales Management


Improve sales effectiveness in the logistics industry

COMPANY: Large international player in supply chain solutions

YEARS: 2016-2019

MISSION: Accelerate the topline growth of the transport solutions division.

Important gap between a fast-changing market, with an increased competitiveness and level of digitalization, and a very traditional and conservative sales approach.

Deep-dive into current sales practices and tools which led to identifying the need to improve the sales management system, the market coverage and some selected sales processes. A program implementation in 7 countries, starting by some local ‘sales weeks’ to involve all sales teams and define local action plans, followed by a mix of training, coaching and regular experience feed-back sessions to anchor change in practices. 

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