A client of 1MPLC had a 'Business Development' Team. Despite their title, they never 'developed' any business. The phones rang, the customers called and they 'filled orders'.
1MPLC were approached to help. We conducted a 'root-cause' analysis. From our assessment, we were able to 'baseline' the business and design a change programme to address the issues.
The result of the programme:
A transformation of the culture from 'reactive order-filling' operatives to proactive and consultative sales-people.
Proper Business Development structures were installed and these were underpinned by a robust sales methodology
The Products and Services offered were also assessed and a New Product Development Team was established
Culture, legacy issues and behaviour were addressed
And to keep everyone focused, a new Performance Management System was put in place.
The initial Programme took 10 weeks. With the resulting increase in sales, the business recouped the cost of the programme within 6 weeks! The Return on Investment (ROI) in the calendar year (8-mth period) was over 300%! ----------------------------------------------------------------------------------------------------------------------------------------------------------------
Is Your business just 'filling orders'? Contact Us if you're ready to Change Your Culture.
