Creating a Value-oriented B2B Sales Organization

Approach

• Set ambitious sales goals and measures in alignment with overall strategy
• Understood customer expectations based on need-based customer segmentation
• Overhauled product portfolio with specific product and service bundles for each segment.
• Optimized customer approach strategy, orienting customer care (acquisition/reacquisition) strictly on the needs of costumer segments
• Systematically optimized sales potential by aligning sales activities with target customer lists based on result contribution
• Streamlined sales steering using five KPIs for each steering level
• Accelerated processes by streamlining all sales activities with regard to segment expectations
• Simplified the sales organization and reduced distance to the customer by building the organization according to customer segments
• Identified employee potential by assessing sales type (farmer/hunter) and newly filling positions (inclusion of works council)
• Developed employees with targeted training on value-selling
• Generated excitement and promoted change by relaunching corporate sales with a kickoff event and setting target bonuses to raise employee motivation
• Made successes visible by introducing regular and transparent success reporting