National Distributor of Industrial Products where the Sales Team were Losing Market Share

Initial situation

  • Quote their GM: “A complacent duopoly of account management!”
  • Losing market share.
  • Reactive sales only.
  • Needed to change salesforce from ‘farmers’ to ‘hunters’ – QUICKLY!!
  • Sales Managers had become sales administrators rather than sales coaches.

What we did …

  • Developed the Sales Managers capability to Coach, Lead and Develop their people.
  • Total reallocation of sales force and resources.
  • Refocused sales activities further up the ‘food chain’.
  • Increased efficiency through the Quadrant Sales Productivity Process.
  • Introduced skills development through the KONA ‘Hearts and Minds’ Sales Process.

Outcomes …

  • Grew market share from 32% to 40%.
  • Grew profit from $6.5M to $30M.
  • Measured shift of sales force to ‘proactive & professional/consultative’ methodology.
  • Customers throughout the Channel became ‘Recommenders’.
For more information please contact Glenn Dobson at P: (+61) 1300 611 288 M: (+61) 0425 200 883 E: [email protected]