Case Studies
Process Mapping & Re-engineering
Processes need to change in line with changes in sales strategy and changes in technology. Processes could pertain to Sales Planning, Tracking and Review, Coaching, Trade Promotions, Sales Incentive, Distributor Management, Salesman recruitment, etc. We conduct a complete Process Study to ensure that the processes are fully in sync to enable growth.
Some important questions asked during the Diagnosis phase of the process study are:
- What is the particular process?
- Why is it needed?
- Who is the process owner and process user?
- What tool, if any, are being used in the process?
- Is the process adding value keeping the sales strategy in mind?
These culminate into process SOPs and clear Ways of Working for every person in the sales team with the appropriate tools and norms.
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 – 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 – 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 – 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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