“Jim MacDermott recently provided us with expertise and support in introducing a process for restructuring our sales operation into a more effective and cost efficient unit.

This support included templates for redesigned roles, an updated Management Structure and facilitation advice to successfully introduce and implement the new process and structure in the field.“

Derek Clarke, Sales Manager,
Nycomed Products Ltd

 

 


Case Study: Mulinational Food Processing Company

Achievement

We designed and implemented a new Sales Process to enable continuing demanding market share increases for their companies branded products in a structured, cost effective and professional manner. The products competed in a very competitive and price sensitive market.

Our Approach

An in depth confidential audit of the sales and distribution functions currently in place was carried out including field visits with sales team and managers, marketing, IT, finance and production. Distribution efficiencies were analysed and needs based interviews carried out with a selection of customers.

The results were fed back to the senior management team and it was agreed to adopt a number of recommendations that we put forward. We facilitated the re-structuring of the sales and distribution process. The areas that were covered were customer base management, amalgamation of sales and distribution into one unit and upgrading of distribution process, role of Field sales manager restructured, van selling effectiveness, route servicing costs controls, a modern channel management approach and effective selection and recruitment.

Results

    The resuls of this project were:
  • Sales increased in excess of set targets
  • Sales servicing costs and overheads were reduced
  • Customers expressed satisfaction with the new service and system when interviewed