Summary
A national industrial rental company with an EBIT which had flat lined for several years and facing challenging external economic conditions asked us to support them with a business growth strategy.
Challenge
- The economic impact on the business due to changes in the mining sector were significant
- There was a poor sales culture including no consistent sales approach
- No detailed competitor analysis had been conducted
- Teams were working in silos
- Decision making authority was unclear and inconsistent
- There was limited opportunity for staff to provide feedback
- There was a lack of accountability to outcomes
Our Response
- Specific sales training was provided for both inbound and outbound sales teams
- A Senior Leadership Team was established and individual/group coaching provided to enhance capability and confidence in leading through change
- Group workshops were facilitated with all teams to encourage ideas, input and ownership of the way forward
- New roles were created to support the new ways of working
- A master program plan with clear accountabilities and timelines was developed and maintained
- Transparent tracking of performance was implemented, and reward and recognition programs were linked to performance
- Two-way communication channels were set up between leadership and team members, and regular meetings with defined frameworks were introduced
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Results
Within 2 years:
- Over 900 new additional contacts in the CRM
- Over 500 planned face to face customer meetings had occurred
- Revenue had increased by 20%
- EBIT had increased by 43%
- New products had been added to the inventory
If you would like an interactive engaging online workshop or other forum for your teams, contact us now…
