98% demand accuracy through integration of CRM sales pipeline
- Automotive aftermarket coatings
Multiple stakeholders and distribution channels
Long McKinsey list of what needs to be done
Commercial Excellence roadmap
CRM tool needs analysis
High CRM user adoption
Sales force efficiencies improved by 15% by ensuring data required to take decisions readily available to those that need it.
Leadership team agreement on a single goal and key drivers
One roadmap for commercial excellence improvement
Clear and coherent communication activities
CRM design aligned to how sales works in practice to succeed
Health Check survey to understand how departments interact with one another and to what extent data drives decision making
Face to face diagnostic interviews to better understand the way things work in practice
Leadership workshop to align, prioritise and plan change communications
- Sales Framework workshop to identify how sales works in practice and areas for information transfer improvements
“The leadership workshop opened my eyes. For once we understood as a team how things work on practice and where our real key strengths are. Communication remains challenging, but we are committed to do it and start to see the effects in the pace of change.”
This are a quick and convenient way for you to learn about how ICE™ can help you achieve your commercial performance goals.
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.
Just select a day and time that suits you using the online calendar, and we will respond within 24 hours.