Company Profile

  • €60m domestic revenue p.a. (in scope)
  • European company with focus on DACH
  • “Neutral” provider, serving exclusively rail operators and not targeting BCOs (business cargo owners) directly

Situation and Objectives

  • High customer dependency: Two biggest customers generate more than 80% of the company’s total revenues
  • Decreasing margins: Economic developments and decreasing support for cargo rail transportation have led to higher costs and lower margins
  • Decreasing growth: The strong growth of the past years has come to a stop. Especially the acquisition of new customers behind expectations
  • Lean sales structure: Limited number of internal/external sales people
  • Project objective: Optimize sales holistically to reduce customer dependency and get back on growth path

Approach

  • Assess current sales capabilities holistically
  • Identify best practices and improvement potentials
  • Develop new sales process and -actions to improve sales capabilities
  • Develop implementation plan and -roadmap

Holistic to-be sales process developed

Results

  • Detailed sales process developed
  • Pragmatic “tools” and methodologies developed to support sales team
  • Organizational changes proposed, incl. team development over the next 3 years
  • Clear roadmap defined incl. actions plans and allocation of to dos

Impact

  • Roll-out over the next 9 months
  • Improved sales force satisfaction
  • Improved sales force efficiency, hit rates and overall smoother process

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