Company Profile

  • Telecommunications equipment supplier and manufacturer
  • Large, committed sales force with long and successful track record

Situation and Objectives

  • Intensified competition
  • Change in customer behavior toward less brand loyalty
  • Sales reps increasingly use price as only selling argument for their deals

Approach

  • Transparency: In-depth analysis of sales performance (by region and by sales rep)
  • Ambassadors: To enable change and ensure acceptance of a more formal sales process, key stakeholders with decades of experience were handpicked to advocate the new system
  • Decision support: Sales reps remained ultimately responsible for deal prices and conditions, but were equipped with our signature Peer Pricing tool to get clear guidance on optimal discount corridors

Results

  • Willingness to change accomplished
  • High acceptance through flawless integration in existing sales tools
  • Higher income from bonus through better decisions

Impact

  • Margin rose by 1.8 percentage points