Our Sales Program is a 3 steps improvement methodology:
- Solution Implementation/ Coaching
- Follow up/ Metrics.
The program can vary from 12 to 30 weeks engagement between the client task force and our consultants. This Team together will set up the management actions, identify key objectives and problems findings. The size of the project depends on how large the sales team and their regional distribution are.
After defining the project layout for one salesman, we were prepared to implement the 18 weeks project for all sales team and introduce different work methodologies and positive attitudes towards the hard-prospecting job. We developed a mixed contacts approach, not including small supermarkets, but big ones, restaurants owners, nurseries and schools with canteens or catering services. In this way we split the risks of being in only one kind of clients.
The Team began their journey by gaining a better and deeper understanding of what to do during their individual sales coach, identifying and quantifying all the available opportunities. The improvement of the Average Selling Price (ASP) for their product mix was a key issue for new and existing client’s approach to sell new frozen products.
The sales team took an active role in the sales kit’s improvement, especially in the wide range of frozen fish products available in the company. The awareness of their company potential to sell more products and alternatives was a key success for sales revenues increase too.
Along the implementation period, Advancefusion promoted weekly progress meeting for project review by the Steering Committee, involving the Senior management of our client and Advancefusion Consultants. During those sessions, they examined the latest results through the sales “weekly reporting” and the opportunities for improvement for each sales region, in order to get the financial targets.
Sales Program for Food Industries
28 Nov, 2019
IN BRIEF: As a result, our fish factory client managed to survive the country crises and increased their sales based in new entries of unexpectable clients. The success of a very effective prospecting process helped to increase annual sales in 25%.
Our projects are the transformation strategy needed and help to move towards sustainable solutions.