Industry
Import/Distribution business for the manufacturing industry

Background
The Managing Director of an import/distribution company was not pleased with the results being achieved in the business. Although one division of the business was extremely profitable the others were well behind budget. The sales channel most utilised by the company was a direct sales force.

Sales Focus International Approach
Our team undertook a review of the business, the sales force, business intelligence and systems in place for the management of the sales force. The team were assessed for their capabilities and application of product knowledge. A review of the product segments and customer performance provided intelligence on opportunities for increased performance.

A strategy was documented that encompassed both the requirement for sales force change and implementation of systems and processes that would support the company’s growth plans.

New sales systems were installed along with specific procedures and processes that the team were required to operate in. These systems were also incorporated into the ISO9000 quality systems. This included specific job descriptions and extensive information on ‘how to’ for the sales force and structured individual sales plans. Through sales force education, emphasis was placed on both new customer acquisition and cross-selling to existing customers.

We placed a new management executive to drive the results through the sales force and adhere to the sales strategy.

Results
The new management methodology realised a 40% increase in profitable sales revenue in 120 days and on-going consistent growth.