Case Studies - Examples of Clients we work for and Problems we Solve
Sales Process Transformation for a European Medical Device Manufacturer
A Challenging Business Environment
Our client had grown successfully for many years, fuelled by innovation and acquisitions. However, new market entrants, a downward pressure on prices, a more demanding customer-base, plus new on-line channels to market had resulted in sales falling well short of the company's aspirations. Sales morale was dropping, and with no new products or acquisitions on the horizon, the company was fearful of entering into a downward spiral.
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Sales Management Capability Building for a High-Tech Product Sales Organisation
New Sales Management Skills Required
Our client, a manufacturer of high-tech products, recognised a significant skills gap amongst its sales managers. It asked us to assess the problems and identify how skills could be upgraded.
After meeting with key members of the sales-force, sales managers and a number of customers, we confirmed that most sales managers were missing a number of key capabilities. Although many had been highly effective salespeople, with excellent product knowledge; few had well-developed management skills, or the more general business knowledge and capabilities needed in sales management roles.
However, we also looked beyond the problems themselves to identify why they were occurring. The underlying issue was a lack of a consistent competency model to guide the hiring and development of sales managers – and there was no link to key HR elements such as performance review and training.
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Implementation of a "Fast Track" Customer Intelligence System for a new product launch
Customer Information – the Missing Ingredient
Our client was introducing an innovative new product with a new sales approach – yet did not have the necessary customer information system to make the launch a success. Lacking the time to do a full-scale CRM or Business Intelligence implementation; they turned to us to help them implement a pragmatic solution using their existing systems.
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Introducing Account Management Skills to a Specialist Pharmaceutical Manufacturer
Changing Customer Environment
Our client, a successful specialist pharmaceutical manufacturer, faced a significantly changing market environment. New customer buying patterns were emerging in many of its key markets, with a major switch to more formalised tender processes with multiple decision-makers. Its traditional sales approach – focused on selling to senior physicians – was becoming less and less effective, and more nimble, low-cost competitors were stealing market share.
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