Our client is an electrical lighting company based in London. It has a small market share, with obvious growth potential if competitors could be displaced.
We were engaged to provide the foundations of a commercial capability programme for the sales division, which had been identified as the critical difference in a market that rarely differentiated on price.
We set-up a sales academy which provided the basis of the foundations required to make a difference – by targeting the better customers; by engaging with them more effectively; and delivering growth through a simple sales process.
We developed personal sales capability through a sales competency framework.
We introduced effective planning tools for use with key channels and strategic partners.
And finally, we focussed the team on better value, well designed, UK products.