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Turnaround of Business Results in Under-Performing Region
A high-technology manufacturer had enjoyed excellent sales results within all, but one, of the regions in Canada. There was tremendous business opportunity for the manufacturer in the under-performing region.
1) Established sales goals for both the region and the individual sales representatives
2) Worked with sales teams to identify prospecting goals, activities and expectations
3) Coached team members to bring a more professional and results-oriented focus to their roles
* Region achieved the highest performance level versus plan in Canada
* Sales members became more team-focused and willing to share experiences to provide for team best practise improvements
* Manufacturer's reputation improved in the region
* People and processes were put in place to enable the region to enjoy continued success beyond the first year