Case Studies
Business Transformation – 3
- 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
- Intervention by ecube :
- conducted a Development Centre to define the gap, and also to create the need to change amongst the team members.
- individual Development Plans were made and they were followed up with the team
- Result :
- over a period of 2 years, this led to a complete transformation of the quality of discussions in the sales team and better leverage of the available data
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 – 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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Business Transformation – 1
15 Sep, 2015
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-d
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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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