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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