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Client Experience – Automotive Parts 2017-12-18T09:36:44+00:00

20% increase in sales force effectiveness through process design & coaching.

Due to the confidential nature of our client assignments, we are unable to publish client specific detail. We can however, arrange for ‘one to one’ discussions with our past and present clients if you require references. Please contact us if this is something you need.

BUSINESS CONTEXT

  • China

  • High market growth rates
  • High complexity due to growing car park and brand/model diversity
  • Increasing consolidation stakeholders
  • Fragmented processes

CUSTOMER NEED

  • Sales pipeline management

  • Marketing alignment with sales needs
  • Future proof sales and marketing organisation

RESULTS

  • A simple and recognisable sales framework enabling sales and all supporting functions to anticipate one anothers’ information needs

  • 30% less time spent on data collection and ad-hoc reporting

  • 25% organisational efficiency improvement due to better focus and data driven decision making

CHANGES

  • Standardized planning and management of sales opportunities derived from existing ways of working

  • Centralised category management based marketing organization

  • Coaching and development planning for sales and marketing leaders

ICETM APPROACH

  • Client customer visits with sales personnel

  • Cross functional workshops identified how selling worked in practice

  • Sales framework design

  • Role play based sales training

  • Personality / role analysis

“ICE™ were excellent in quickly understanding the key challenges we faced and the way we actually worked. Their international and cultural experiences shone through and they were able to effectively transfer their experience and knowledge to my Chinese teams. They continue to support my organization through regular progress reviews and individual coaching of sales and marketing personnel as required.”

VP APAC

POSITIVE CLIENT EXPERIENCES

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Commercial Excellence is such a broad area of business activity, and these initial conversations help both parties narrow things down to the key issues.

We share our experiences and ideas relevant to the key issues, and we always learn something from these discussions.

Confidentiality is central to our approach and activities, and it is usually the case that any following discussions are covered by a two way non-disclosure agreement.

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