We identified 3 priorities for performance improvement:
Accelerate new proposition development for 2 specific new offers
Improve Qualification and opportunity management process
Implement an initial performance management approach
The client issue
We worked with this large manufacturer of communications hardware, software and solutions to help them understand their key challenges. Performance was not meeting expectations and they did not know where to invest their time. We helped create some clarity.
We deployed an initial Discovery audit and reviewed key activities across this channel based sales organisation
We led joint workshops to develop a greater understanding the current situation, challenges and priorities
Following a review of the sales strategy we were able to recommend key opportunities for improvement
Recommendations for performance improvement were developed and presented successfully to the client.