Case 2: Sales improvement

Situation

A leading outdoor media company was experiencing increasing price pressure, lack of differentiation and decreasing customer loyalty. 

Intervention

We conducted a survey among partners and customers to identify strategic issues and reviewed internal processes and practices for opportunities of improvement. We designed a new approach to market, management structure and processes for continuous improvement of the organization in the future. It was followed by necessary skills building on all levels of the company and further reinforcement through observation and coaching. 

Areas most affected by the intervention: sales management, interdepartmental cooperation (marketing, sales, production planning, customer service), sales and account management practices. 

Resolution

As a result of the cooperation, there was a significant increase in revenue, completely new customer segments were opened and a more effective way of internal cooperation that lead to a culture change was adopted.