| Challenge |
+ Catalytic Management |
Result |
| Declining revenues and low sales productivity |
Unbiased analysis of past and current performance, competition, positioning and sales people |
Revenue moves in the right direction: up! |
| Flat year-to-year sales per customer |
Examine customer value and product mix, review sales person / customer relationship
and account management skills and identify customer's real problems and needs |
New revenue opportunities with existing customers |
| Inexperienced management team |
Individual & team skills assessment, customized training and executive coaching |
Effective leadership and strategy execution delivering improved performance
company wide |
| New competition |
Research competitor positioning, address sales skills gaps and shift customer
focus as needed |
Continued growth despite competitive pressures |
| High dependence on too few customers |
Assess impact of sales compensation on business drivers, create model customer
acquisition plan, and build business expansion strategy for other customers |
Broader customer base, increased revenues |
| Dissatisfied major customers |
Comprehensive situation investigation and remedial plan |
Improved customer satisfaction and service |
| Dropping market share and growth rates below industry levels |
Pinpoint precise causes (competition, internal barriers, skills gaps, customer
changes) and implement action plan |
Market share stabilized and improved, growth rates on track |
| Conflict between sales and other business functions |
Collaborate with management team to ascertain causes and conditions, identify
conflicts and barriers, integrate customer needs, and build a resolution strategy |
Removal of impediments to business and increased productivity |
