Case Studies
Business Transformation – 1
- Situation :
- a large US Multinational in the commodities space wanted to shift from price-led selling to brand-led selling
- Intervention by ecube :
- aligned the short term and long term actions needed to bring about this change on three fronts – GTM, sales processes and people development
- jointly developed the blueprint for re-designing the distribution channel and sales organization structure
- developed appropriate sales and people processes and re-skilled the team over a period of 2 years through development centre and project based training series
- Result :
- smooth transition towards the desired goal of brand-led selling
Other Case Studies
Business Transformation – 5
14 Dec, 2015
Situation :
a large Consumer Products Company in Personal and Household Care was faced with the following challenges
many new products were being launched but the sales team was not able to increase distribution of all the products
Range being sold in each call was not increasing significantly
attrition of the distributor sales team wa
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Business Transformation – 2
15 Sep, 2015
Situation :
a large Multinational in the Beverage industry wanted to define the ways of working for the sales organization as a key enabler to gain market share
Intervention by ecube :
in Phase 1, studied existing ways of working and jointly designed the desired ways of working for the sales organization to enable the transform
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Business Transformation – 3
14 Dec, 2015
Situation :
a large multinational which had just invested heavily in sales automation realized that the sales team was not adequately skilled to use the data being generated to drive business
furthermore the sales team was not using data to negotiate with distributors nor were they using it in internal review discussions
Interven
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Business Transformation – 4
14 Dec, 2015
Situation :
a large European Multinational wanted to develop a Competency Assessment Tool kit to enable the sales team to do self and managerial assessment, identify behavioral and functional gaps and develop an action plan to plug the gaps
Intervention by ecube :
studied the targeted competencies and descriptors and developed
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