Client:

German subsidiary of an International Player in the Fire Protection Industry in Europe. Loss-making Business, small market share and stagnating business. How to improve all this by achieving Sales Excellence

Situation: 

• No Winning Sales Strategy
• No Sales Processe (s)
• No Sales KPIs
• No CRM System
• Poor Bonus System
• Sales Forces lacking important skills
• Sub-optimal Sales Organization
• No Bid Management Process / No KPIs / No Executive Summary

Achievements

• Clear Sales Strategy that has been communicated
• Customer segmentation and focus in place
• Clearly Defined Sales Processes for each product family
• Implementing Sales Processes for each product family
• Sales KPIs defined
• Monitoring KPIs
• CRM is selected and being implemented.
• Using CRM
• MBO / Better Bonus Program
• Continuous Trainings (e.g. Negotiation, Technical etc…)
• E / Learnings
• Improving Sales Organization (Regional & National Roles, New People, Internal & External Sales are one team etc…).
• Bid Management Process Implemented with Executive Summary
• Bid Management Process Used and KPIs monitored.
• Margin management through targets and transparency on  customer and ACM level

Results after 1.5 years:

• Double Digit Sales Growth
• Margin improvement resulting in profitability improvement
• First time profitable business
• Sales Excellence