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Improving Sales Team Performance
From neutral to double digit sales growth without hiring or firing a single person
Understanding the make up of an existing team and their key accounts enabled us to match the two
Creating double-digit sales growth
And increasing customers’ satisfaction
And increasing customers’ satisfaction
And increasing customers’ satisfaction
And increasing customers’ satisfaction
Context
A Channel Sales Team at an FTSE 100 Telecoms provider was stuck in neutral despite being staffed with 12 exceedingly capable individuals.
Our Approach
We worked with the client to determine What Great Looks Like for key account management for their organisation. And then assessed the team for their existing capabilities and for their potential to develop them.
Using the teams' profiles we were able to predict the allocation of accounts that would create the optimum individual and overall team performance.
The Result
Within 12 months the division had transformed with revenue moving from a neutral position to 12.7% growth p.a.
And created customer satisfaction increased; after 12 months, 57% of customer contacts stated that saw their channel sales contact as a partner rather than a sales person.
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