Radically Changing Traditional Approaches to Sales

Client Challenge

Our client, the managing partner of a prosperous family-owned SME with several independent divisions and some 200 employees was not satisfied with the sales activities in one of the divisions, a company in the healthcare industry. Instead of breaking new ground, the sales team was following established patterns. The sales force was observing the market rather than shaping it. There was no guided innovation process, and the marketing department tended to be reactive. Although growth was satisfactory, it did not meet the owners’ expectations.

Mandat Intervention

With the company’s managing directors, we developed a plan for targeted sales activation. We interviewed all of the field representatives using a standardized questionnaire and analyzed the existing sales processes.

We supported the management in its dialogue with the owner to develop a target-oriented sales approach consistently geared to the customer’s potential and needs. Thanks to targeted moderation and mediation, it was also possible to establish a productive basis for dialogue between the owner and the management.

Mandat assisted in restructuring sales territories and in introducing a sales management system that allows successes to be identified more quickly.

Management responsibilities have been redefined. Regular sales meetings ensure that sales assignments have greater impact than before.

The strategic and tactical options of the company were examined and developed in a moderated strategy workshop in conjunction with the executive management and the second tier of management.

We assisted in the design and implementation of a marketing plan and in the professionalization of the innovation and product development process.

Results

Company management now has clearly defined roles. Friction is avoided.

The dialogue between the management and the owner is now on a professional and factual footing.

The sales team now has clear sales mandates.

The company posted its first ever double-digit sales growth.

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