Business Case
Improving commercial efficiency
The challenge
A European leader in B to B Mail order wants to optimize its commercial efficiency in order to adapt to market transformation and maintain its growth
Our approach
- Redesigning customer segmentation for a better orientation of the support provided by sales representatives
- Redefining the organization and collaborative processes
- Standardizing performance and monitoring tools and KPIs
- Drawing up customized dashboards adapted to the objectives of each sales representative
- Implementing a CRM
« Through the new process of collecting, consolidating and sharing customer data, potential customers who would not have previously been seen as such, are now effectively identified and adressed to by sales representatives. »
Benefits
- Improved evaluation and exploitation of potential customers
- Increase in customer satisfaction
- Increase in productivity of teams
- Better visibility on the activity and performance of sales teams