Business challenge

Our client sought to develop and implement a new service model and tools that would better service their customers and turn around performance.

Context

A manufacturer and supplier of naturopathic products had been underperforming the market for a number of years and yielding poor returns on their sales force investment.

Business impact

Top line solution

• Shifted from ineffective “check‑ins” to more targeted specific sales conversations in structured meetings
• Created tailored dashboards with ability to drill down and identify levers for underperformance (e.g. churn, ranging issue, volume issue etc) enabling proactive corrective action where needed
• Provided insights that allowed sales teams to prioritise their time investment each week Key takeaway A strong operating rhythm structured to allow much faster escalation and problem‑solving