Sales Force Effectiveness up by 16% at financing company
Background
To increase the margins of their European operations, our client had to grow sales without increasing the headcount of the sales force.
Approach
R&G ran Value-Stream-Mapping sessions with a team of sales, operations and risk representatives in five countries. Each team developed improvement ideas, approved by local and European management on the spot, and implemented by the team with management support.
Results
The five teams generated ideas equivalent to 31% extra time for sales activities, out of which half (16%) were actually implemented and effective in six months, without investment. More important, it embedded in the sales representatives a waste-elimination reflex and conviction that their management was open to new ideas that challenged the status-quo.
