Case studies

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 was in excess of 20%

Intervention by ecube :
- a customized video based training program that was cascaded nationally through the sales team supported with right tools for tracking and reviewing; reinforcements done through small capsules over WhatsApp

Result:
- increase in Range Sold in every productive call by 20% in the first year itself and a sustained increase over the next couple of years

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 a Excel based tool kit for independent assessment by an executive and his manager
- defined the process of usage of the Assessment Tool kit and also a Train the Trainer program to rollout the same
- monitored and reviewed the Pilot rollout

Result :
- the Sales Assessment Toolkit has been cascaded nationally and is an integral part of mid year appraisal and full-year assessment

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

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

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 transformation needed for gaining market share
- conducted training programs nationally to rollout the new ways of working
- followed up with Phase 2 refreshers and targeted video based programs over next 2 years to strengthen and build capability further
- developed appropriate sales and people processes and re-skilled the team over a period of 2 years

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-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