The Problem:
A company providing sustainable technologies and solutions within the water and waste-related industries had several ongoing improvement initiatives. The client needed support in assessing and improving commercial activities, specifically focusing on corrosion protection products under one of its global brands. The aim was to enhance profitability and streamline sales operations.
The Solution:
SLG consultants were engaged to map sales activities and analyze the profitability of different revenue streams across various markets, including a detailed examination of the South Korean market’s potential. SLG collaborated with a cross-functional team comprised of both internal and external resources to drive the project forward. The SLG team conducted workshops and interviews on-site to collect data, followed by analysis and follow-up discussions.
The Result:
The transformation resulted in significant improvements, including:
- Development of a comprehensive sales management system.
- Enhanced sales performance and improved control and transparency of sales activities.
- Improvement of the sales management operating system with clearly defined KPIs.
- Establishment of a clear sales organization with distinct roles and responsibilities.
- Better understanding and separation of direct sales activities, client-facing roles, and back-office support.
