Sales Growth for a Technology Company

The Challenge

An importer of technology products faced three consecutive years of falling sales and marginal profitability. The shareholders asked EXE.S Strategy to reverse the trend and strengthen the company’s sales.

The Solution

Phase 1 – Analysis & Diagnosis

Financial and commercial analysis of the company
Interviews with management and with every member of the sales team

The analysis showed there was no clear sales process in place and no system for recording leads and sales opportunities.

Phase 2 – Design & Organisation

New organisational chart for the Sales Department, with job descriptions
Design of the EXE.S Complete Sales System (ECOSS) around the company’s needs
Recommendation, selection and set-up of a Customer Relationship Management (CRM) system
Preparation of the sales budget

Phase 3 – Implementation & Monitoring

Training of the sales team in ECOSS
Regular sales meetings and ongoing coaching for the team, at a frequency adapted to the company’s needs
Follow-up on the implementation of the new action plan and the sales budget

This project was delivered through our Sales Growth service, following the ESGM Methodology.

Results Delivered

The reorganisation of the sales department proved decisive:

The company gained a structured sales system, with opportunity tracking and clear targets
The conversion rate doubled, from 22% to 46%
Turnover grew by €2 million within eighteen months