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Impactful Sales Management


Strengthen sales resource optimization approach in the power industry

COMPANY: Major international energy supplier

YEAR: 2017

MISSION: Develop an effective sales resource optimization model and review sales organizations in 14 markets.

Absence of regular challenge of sales coverage models, leading to a high heterogeneity in key sales ratios, sales organizations and even sales roles across the group.

Pragmatic adaptation of best practice SRO model to our client, which started by a deep-dive in 5 markets representative of all existing models and led to the identification and validation of the ‘target’ organization model. The customized SRO approach was summarized in a playbook and a tool allowing a quick diagnostic of each market based on a set of business and headcount data, immediately implemented for the 14 targeted markets.

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