Company Profile

  • €80m revenue p.a.
  • Global footprint
  • Clear focus on Special / Ultra Speed delivery; time critical tailor-made shipments (asset-light) serving integrators and direct ‘industry’ customers
  • Partly owned by PE-Fund

Situation and Objectives

  • Significant slowdown in revenue growth (after years of successful internationalization)
  • Capabilities and ‘drive’ of sales force and excellence of sales processes not verified.
  • Overall high price position (“Premium”), but not immune
  • Shareholders like to achieve significant and substantial EBITDA surge despite unclear economic conditions
  • Objective is to prepare sales organization for EBITDA growth and take them to the next level

Approach

  • Assess current sales capability holistically
  • Identify best practices and improvement potentials
  • Develop selected (tailor-made) solution concepts to improve sales capabilities
  • Push 'Quick wins' in Sales and initiate roll-out

Four TOP initiatives plus "Quick wins" selected and elaborated

Results

  • Detailed understanding of Sales strengths and weaknesses
  • 4 top initiatives plus "Quick wins" selected and elaborated
  • Aligned roadmap and action plan for all other initiatives

Impact

  • Roll- out over the next 12 months
  • Improved sales force satisfaction
  • Improved sales force efficiency, hit rates and overall smoother process

Download this resource: