Project case:
Effectiveness and efficiency in sales
Objective
A European manufacturer of capital goods has two central questions: 1. How can the total sales potential in different markets or countries be identified? 2. Is the sales department utilizing all the options available and is it positioned correctly in terms of organization and geography?
Approach by EbelHofer Consultants
The first step is to identify areas for improvement in sales effectiveness and efficiency. Thereby, first quick wins can already be lifted. The target state is then defined:
- strategic principles for the sales department,
- optimal sales process,
- capacity requirements in the sales department,
- optimal organizational structure.
The implementation of the most important areas of activity follows as the final step.
Result
New “hunting” lists with potential clients are derived (with an additional potential in some cases exceeding 50% of current sales in the respective market) to specifically approach these targets. In addition, a new organizational structure in the sales department is defined with clear responsibilities and capacity requirements. Furthermore, an instrument for visit planning and conducting visits is designed and programmed as a prototype.
