Sales Improvement across 15 markets
“Outside In were able to accelerate our adoption of the core building blocks for sales performance.
Through an open, coaching style we gained an external perspective and a clear understanding of good practice to help the team to improve. It was valuable to have expertise across many disciplines of successful selling including organisational design, sales process, customer experience, CRM deployment, strategic planning, and incentive plans.”
A new sales & reporting process helped the Executive team control the business across 15 markets.
Tighter segmentation and planning focused growth effort.
New strategy developed for improving the customer experience.
We undertook this long term project working as an Interim for the Divisional CEO. We took the lead of the business development function for the business and reviewed current performance.
We set priorities for implementing improvement activities across each market and in the division as a whole. We educated, coached and supported the team in the transition to a new way of working.
We supported group-wide initiatives across the Business Development community including the development of growth planning, account segmentation approaches and CRM deployment.
An improved sales process was developed and deployed into each market and across the business unit.
A complete account segmentation activity allowed, for the first time, the client to understand their customer landscape and plan a suitable go to market approach.
Account plans were developed and reviewed for strategic and key accounts. Territory growth plans helped further to focus the sales strategy in each market.
A new approach to managing the sales pipeline was implemented and reviewed at a regular cadence to improve discipline in the sales process. This improved the quality of the budgeting and forecasting activities.
Resourcing plans were developed for each market as a focus for delivering the growth plans.
A scorecard of KPI’s were developed as a means of tracking performance.
Our client is a world leader in the provision of security services for financial markets, public and commercial sector with a turnover in excess of $1bn.
With historical growth through acquisition the approach to sales was fragmented and not delivering the expected returns.The
Executive team needed to accelerate the sales and business development function to prepare for tough growth challenges ahead.