Untapped potential due to diluted sales effort.
A German supplier of pipe fastening technology sold directly to end customers but needed a disciplined, potential-based way to better direct sales effort.
Tendering and key-account routines varied by team, and leadership wanted a repeatable, data-driven engine to concentrate activity on the most attractive opportunities.
Installing a data-driven engine room and management cadence.
We began with combining our client’s internal and external market data to size customer potential and generate prioritized focus lists for every seller. A central project hub and defined key-account routines brought structure to tendering from start to award within CRM.
To sustain execution, we introduced KPI dashboards at regional and rep levels with regular performance dialogues, specified CRM requirements, and deployed a campaign-trigger library with more than 20 analytically derived moments to activate cross- and upsell across digital and physical channels.
Growth re-accelerated on a scalable rhythm.
With sharper targeting, disciplined tender control, and consistent sales governance, the German business achieved +15% sustainable organic sales growth. They were able to establish a repeatable commercial cadence for growth.
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