Context

Our client, a leading Australian manufacturer and distributor of mining dragline buckets, ground engaging tools (GET) and wear plates, wanted to improve the revenue per sales force member to realise a higher return on its sales force overhead.

Client achieved

  • A sales team focused on clear targets and priorities
  • 25% increase in weekly meetings within two weeks, which was expected to drive a 10%-15% increase in revenue per sales representative within 30 to 60 days
  • More effective use of time, which enabled higher productivity
  • Sales Managers who now hold their direct reports accountable to specific Key Performance Indicators (KPIs) and are having much better one-on-one discussions

The Results