Consumer Products

(Financial Innovation)

Challenge

A leading European consumer products company was operating at a loss and losing drastic market share in an Eastern European market where they used to be a market leader. The Regional General Manager had fired his country manager, the sales force was not adequately trained and sales coverage was incomplete.

Solution

Our consultant spent 10 months working with the Regional General Manager to rebuild and train the sales staff, then quality assure execution. First weaknesses and strengths in the sales coverage were analyzed to secure the strongest sales resources in the reorganization. A national sales strategy was defined and a national sales manager screening process was implemented. With the new manager, additional sales resources were hired and a comprehensive sales and product training program was established. Key performance indicators analysis was implemented and where there were continued weaknesses, additional training was implemented.

Result

The client's product range had complete national coverage through a well educated sales force. Simple but effective performance measurement showed continuous improvement. Within one year, the national sales force was profitable and gaining market share.

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