Directories Company
our sales operation was successfully reorganised and our sales turnaround project has taken off with a 30% increas
e in sales so far
Client situation
The client, formed in July 2005, is a local search and lead generation company with market-leading positions in a number of Pan-European countries. They provide local commercial search for consumers and lead generation to advertisers. They do this through a variety of products in print, online, mobile and voice. While the company holds a dominant position in most country, sales had seen a dramatic sales decline in one of its local operations – a so far leading a so far leading domestic yellow pages and online local search company
Project goal
Identify and execute the most appropriate action in order to arrest the decline in and start rebuilding sales performance, optimise the sales organisation and successfully on-board a permanent Chief of Sales.
Project delivery
Immediate action was taken through the installation of an interim Chief of Sales to lead the sales operation of around 200 people, install a new management team, install new sales approaches and process fixes as well as various initiatives to re-energise the sales force. Rigorous sales management resulted in the following specific deliverables:
- Increase in field rep productivity, from avg. 10 meetings a week to a situation with several reps breaking the 20 meetings a week barrier
- A significant 130% increase in average revenue (CI) per week over 5 months
- Improved ability to renew revenues from existing customer base, raising from below 60% (ROA%) to above 90% after 5 months
- Increased motivation across the sales team, e.g. sickness leave decreased from 8% to 2-3%
- Improved sales tools resulting in better control (i.e. sales deadlines being hit)
