Success Stories

Customer Challenges - case example
This client sells photocopiers and printers through a dealer network. The management of the company noticed the channel had become blocked, however they failed to support the dealers and sales teams to sell on to the end user. The customer's revenues here suffered badly... so much so the previous directors and managers have been replaced by the customer's corporate owners.

1. Sales Audit of the working practices and systems used by the Sales Managers.
2. Sales Audit of the working practices and systems used by the Sales Team.
3. Identification of the key blockages to the Sales Team's ability to support the dealer network effectively and to significantly increase sales revenues.
4. Coaching and mentoring support of the Sales Managers to ensure they have the sales performance tools and systems enabling them to focus activity whilst working with their Sales Teams...each Salesperson supporting the Dealer and their Teams to drive performance and increase sales.
5. Alongside the vital sales performance process further coaching and training with the Customer's Sales Team to ensure maximum new sales revenues.

• Value delivered to the customer
• Sales Revenue increased by 25% in four months
• Significant advance orders by Dealers for customer's new colour printing range
• Sales costs decreased by 15% over a four month period.