Addressing Declining Sales Growth in a Competitive Market
A global industrial materials company faced a pressing challenge: declining sales growth. Operating across diverse markets and serving large-scale producers with cutting-edge technologies, the company identified its fragmented sales operating model and methods as potential barriers to success.

Defining Goals for a Sales Transformation
The company sought an improved sales operating model aligned with customer processes, modern sales methodologies that could drive consistent results, and practical tools to ensure effective implementation. To achieve these goals, they also needed to facilitate change management and equip commercial teams with the skills required to execute effectively.

Designing and Implementing a Comprehensive Sales Transformation
The solution was a comprehensive sales transformation program rolled out across two regions. A new sales process was developed to align closely with customer buying journeys, while a scalable frontline sales methodology was introduced to ensure adaptability. Practical tools were designed to support salespeople and managers, helping them navigate opportunities and maximize pipeline value. Sales management approaches were refined, focusing on meaningful conversations to drive performance.

Empowering Teams Through Training and Change Management
To enable execution, frontline staff received thorough training, and sales managers were coached to enhance their leadership capabilities. Change management strategies included crafting a compelling narrative, collaborating with sales leaders, and fostering engagement during sales meetings.

Ensuring Sustained Success Through Tools and Governance
A CRM blueprint was defined, ensuring clear process tracking and performance visibility. Finally, governance structures were established to maintain momentum, ensuring long-term growth and a unified approach to sales excellence.