Application Case Study

Improved Sales Productivity and Effectiveness

Client’s Challenge

• Restructure and refocus sales organization in the face of a dramatically changing and shrinking U.S. electronic and electrical manufacturing marketplace
• Provide direction and capabilities to field sellers to succeed in a changing marketplace

iac’s Solution

• Perform Market Access ‘Diagnostic’ to assess effectiveness of current Market Access resources and process
• Facilitate process with business leadership to dramatically re-shape sales resourcing
• Develop a comprehensive multi-phase solution to implement change incorporating;
• Customer surveys to assess opportunities and develop baseline from which to measure success
• Redefined field sales and ‘inside’ sales roles
• Use of Lead Generation and TeleSales capabilities
• Re-designed compensation system based on growth
• Design of new tools to facilitate sales effectiveness
• Expanded Sales Training

Results

• Double-digit growth (now entering the third year) in a shrinking market
• Growth in all customer segments
• Improved sales effectiveness / productivity
• Dramatically reduced cost of sales as % of revenue
• Increased customer satisfaction