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
