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Managing Director Says Its Time for Change

Another Interesting Case Study to Read
Removing Indirect Costs in Sales Forces

Investment in people did not return increased revenues for this company and it was time for change.

The company had been plateauing for the past two years.  The managing director had invested heavily in training and development over that time and did not gain any real return on investment.

Following a review by Sales Focus Advisory, the plan was set to install measurement and accountability and move forward with the redevelopment of a high-performance culture. We installed reporting disciplines that provided transparency of performance and identified gaps in how people operated in their roles and the changes were announced. The company could no longer afford to carry non or underperformers, and benchmarks were published of minimum requirements.

The company realised a 20% increase in sales year on year for the following three years.

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