European Industrial Conglomerate

Turnover: Billions | Employees: ~12,500

The client is a leading European industrial conglomerate, employing thousands of staff across 8 European countries.  The business is family owned and split into four main divisions, each servicing their own independent client bases, with some overlapping key customers.

The Challenge

The client’s relationships rely on excellence at both the local, national and European level.  The client had observed inconsistent capabilities, and therefore client service and satisfaction, across the divisions.

The Programme

Building on previous work, Profit Improvement Programmes were engaged to build and deliver a quality core sales curriculum, spanning all divisions with the express objective of both raising the level of capability across the European Sales teams, but also to improve consistency of performance.

Results

This client now has an improved and standardised sales process, giving management more confidence in both client service but also revenue visibility.

At the same time, the client has also enhanced other areas of the business, most notably in how internal teams interact with sales processes, and vice-versa, to drive higher levels of operational efficiency and, ultimately, client satisfaction and retention.

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