Reach double-digit growth in construction technology

YEARS: 2015-2017

MISSION: Reach double digit topline growth within 18 months.

Explosion of competition from Europe and China and increasing share of OEM sales on the market, with an acceleration of digitalization of the main distribution channels.

Transformation program based on 3 acceleration priorities identified after a 6-week deep-dive in 7 key markets: strategic accounts contribution, sales management effectiveness and new account acquisition. A co-construction work focused on building augmented sales methods and motivation system. A transformation approach involving all client teams in 24 countries, rewarding excellence and communicating each positive result achieved or successful practice. A combination of sales ‘sprints’ and more mid-term initiatives, accompanied with training and coaching.