Case Study Overview
- Industry: Corporate and Personal Travel Services
- Turnover: $150-$200 million
- Ownership structure: Franchise
- Project trigger: The client initiated a search for a new National Head of Sales and decided to conduct a sales function review in parallel. The objective was to ensure the new Head of Sales could hit the ground running from day one.
- How were AD referred: The client was referred to Active Directions by an executive search firm. The firm recommended Active Directions due to our expertise in sales function reviews and the ability to execute.
Our approach:
- Sales Process Review: We explored the customer buying cycle to identify areas for improvement.
- Structure and Incentives Assessment: We assessed the team structure, capacity, capability, and incentive program to ensure alignment with business goals.
- Sales Tools and Systems Evaluation: We evaluated the effectiveness of the sales tools and systems in supporting the sales team].
Project outcomes:
- Developed a target customer sales cycle with a focus on annual sales planning and improved onboarding of new customers.
- Proposed incentive plan options that considered greater risk/reward scenarios, clearer KPIs, and business affordability.
- Recommended a new structure to promote regional teams, entry into new markets, and more investment in channels.
- Suggested improvements for the use of sales tools, focusing on managing fewer but more insightful sales data points.
Key next steps:
- Develop a new sales and marketing strategy.
- Continue to support the executive team to ensure they can focus more on customers at a critical stage of the year.
- Provide ongoing support to the new Head of Sales to implement the recommendations and drive growth.
Key Questions to Get the Conversation Started:
- What is getting in the way of sale performance across people capabilities, KPIs, processes, and tools?
- How do you measure the effectiveness of your sales processes and tools?
- Do your sales incentives align with your business goals?
Please book an appointment if you would like to discuss your client's consulting needs further.
