CHALLENGES
- Distributed field force, geographically dispersed, some 250 workers in the field
- Competitive consumer goods market
- Uneven, non-standardised sales process
- Information quality lacking
- Insights in clients, buying habits, sales cycles, and cross selling missing
- Intellectual property leaving the firm if a sales person left
- Revenue and Margin pressure
- Integration and expansion objectives
INDUSTRY
Consumer Goods — Tight Margins