Industry
Distributor Agricultural Products

Background
The executives of an agricultural products business were looking for more growth from their organisation. Each state within the business had their own individual methods of operating and a more uniform approach was needed across the business. The executive believed they were not securing the opportunity available to them in the market and considerable growth could be achieved.

Sales Focus International Approach
Our team reviewed a number of the state offices and branches to ascertain how they were performing, their management processes and behavioural style being applied. Each of the states and branches were ranked according to a number of key indicators from the research to provide intelligence on overall performance.

Business Intelligence systems were installed that provided feedback to the executive across a number of key indicators through a dashboard enabling them to quickly assess the performance of each branch on-demand.

This intelligence provided them with feedback of opportunity to the business vs. the actual results achieved from several sources.

Procedures, reporting and guidelines were installed to provide a focused effort from the management team and those reporting to them and a consistency across all states. The management team were trained in sales force management and how to maximise the performance of the business.

Results
The new management methodology realised a strong increase in results delivered and a management team that were consistent in their approach to the market and maximising opportunities available to them. The consistency assisted the executives in their decision making for driving the business and further strategies.