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INDUSTRIAL COMPANY ASSIGNMENT

Increase profitability and customer satisfaction

Industry:
Manufacturing industry

Position:
Sales Director

Goal:
Increase sales, profitability and customer satisfaction through changes to and restructuring of sales work.

Description:
After a reorganisation, this industrial company needed to restructure its sales work in order to increase sales and strengthen relationships with its B2B customers. The consultant introduced and pushed through new working methods for both office-based and mobile salespeople, with the emphasis on working towards joint targets and increasing team spirit. The customer base consisted of both large and small customers, that needed to be prioritised and processed differently, depending on need, turnover and buying structure. Prioritising sales initiatives aimed at the largest customers resulted in increased sales and increased customer satisfaction. Many different activities played a part in the turnaround, including structured processing in the field. The assignment also included the provision of forecasts to the production department in order to improve delivery capacity.

Result:

Increased sales and customer satisfaction, improved internal cooperation and a change in attitude among both customers and employees.

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