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Sales Organization Turnaround

Business Challenge

  • The company is offering B2B services that are new to the Thai market
  • Potential customers doubted the value proposition of the service due to the newness to the market
  • The closure rate of Sales Representatives was extremely low - only three out of twelve sales people were actually selling large projects
  • Low rate of repeated sales

 

Approach

  • Identify clear value proposition of product - gather data for case studies with quantitative results
  • Conducted customer satisfaction survey
  • Assess Sales process and organization
  • Review Sales material
  • Review delivery processes and quality assurance
  • Conduct complete redesign of the revenue cycle (Pre-sales, order, deliver, invoice, collect cash)
  • Improve Sales Toolkit focusing on clear value proposition
  • Improve follow-up and customer relationship management processes (CRM)
  • Train Sales people
  • Implement process changes

 

Results

  • Sales Representatives are more effective selling without involvement of Top Management
  • New Sales people can be trained faster
  • Service deliver quality increased due to better collaboration between sales and delivery
  • Revenue doubled within one year
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