Industry
Training and Development

Background
The Board of Directors of a listed company were dissatisfied with the performance of the sales results being achieved within a segment of their organisation. They required us to undertake an in-depth review of the business and develop a strategy that would assist the sales force deliver results.

Sales Focus International Approach
Working with the existing sales force senior executive we undertook a review of the company, customers and processes of the business. Members of the sales force were reviewed along with their management in each state.

The customer base and other specific business drivers were reviewed to ascertain the behavioural performance of the business and those working within the selling function.

From this a strategy was developed that enabled the executive to have all management and their team focused on a common goal with the right support tools and mechanisms required to deliver results.

The management group, including a number of board members who elected to attend, were educated at a live-in programme where an intense review of their branch operations, sales force and customer bases was delivered. They developed their own individual branch action plans for implementation.

Those action plans incorporated both new business acquisition and cross selling to existing customers based on the intelligence from our review processes.

Results
The strategy and education delivered up to 110% increases in sales for branches and overall growth for the company was achieved increasing shareholder value.