Scale up

The client is a start-up company in the Scale up phase with a mixed-ownership. Its service is extremely innovative, essentially working only for export. Its turnover is growing dynamically, but they wanted to move from previous “customer-driven” sales to a systematic, customer-centric, active commercial activity.

Project:

  • Transformation of the sales organization and processes
  • Introduction of a regular salesperson measurement and accounting system
  • A systematic customer database-based customer acquisition process;
  • Increasing the efficiency of the sales organization;
  • Transforming the work of salespeople.

Result:

To solve this situation we involved an interim manager, experienced in international business life. With the transformation of commercial processes, the work of salespeople has become transparent and well-managed. Within 3 months, the interim manager implemented the reformed sales process based on regular market researches, customer database building, continuous customer visits, and new customer acquisitions. In a very dynamically changing market, the company is thriving with growing sales.