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| Print media sales force effectiveness
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Context / Scope of project
Our client, a leading Australian print media company had undergone rapid change with a number of rapid acquisitions and a change in senior management. During the period of these changes the financial performance of the business had suffered. A PIP team reviewed the business unit strategy with a focus on sales strategy and sales force effectiveness to identify the root causes of underperformance and develop initiatives to address key areas.
Client achieved:
- $10 - $20 million in increased sales due to addressing sales strategy, focusing on successful sales force metrics and implementing structured performance management disciplines
- Reduction in costs by up to $3 million through the optimisation of deployed technological solutions across multiple business units
- Optimisation of organisational incentives to align sales team to business performance drivers and enable the realisation of both the increased sales and cost reduction initiatives
- Strategic focus through the organisation on sales leadership and performance communication
- Significant increase in sales force capability and increasing performance metrics including conversion factors
- Strong organisational support and commitment to the change effort.
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What we did:
- Developed a common fact base of the operational business units focusing on safes force and operational effectiveness, sales process and performance management
- Reviewed market strategies for the business units focused on addressing the key root causes of operational underperformance, defining old / new technology value levers and customer approaches
- Conducted executive interviews, sales team workshops and implementation workshops to identify issues and develop customer buy in for proposed solutions
- Worked with client executives to develop value maximising strategies for the business units focussing on sales performance
- Worked with channel managers to assess the impact of channel strategies on organisational performance
- Facilitated the client executive group in developing implementation plans with specific and prioritised recommendations for rapid execution.
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