Our client sought to develop and implement a new service model and tools that would better service their customers and turn around performance.
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.
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
A strong operating rhythm structured to allow much faster escalation and problem-solving