Sales effectiveness in specialty chemicals
Supported a specialty chemicals manufacturer in optimising their sales operations to deliver ambitious growth.
Our work, across an international group of hitherto highly autonomous sales operations, step-changed commercial excellence globally, including new customer segmentation and targeting methodology, consistent ways of working, reorganised teams, and sharpened KPIs.
Our client, an entrepreneurial international manufacturer of specialty chemicals, was targeting ambitious growth. And a key lever to this was a significant upgrade to their lead-to-cash processes, with a clear focus on sales.
We were to manage a broad commercial excellence programme across three regions of the globe, to identify and capture end-to-end improvement opportunities in commercial processes.
Working closely with the Board, regional leaders and their sales teams across the globe, we took a three-phased approach: we assessed the starting point, designed the aspired “to be” and determined the roadmap, also initiating quick wins.
Harnessing the highly autonomous local teams to co-create global, consistent solutions, we developed a far-reaching and practical plan to significantly upgrade and unify sales capabilities, approaches and supporting systems.
The client implemented our roadmap, rolling out a new customer segmentation and targeting methodology to truly focus on the highest value customers and prospects, a new and more uniform organisational set up and way of working, an updated and sharpened set of KPIs, and a new CRM system whose procurement we had launched.