THRUST-Accelerate-growth.png

company

Our client is a knowledge network of consultants with various subsidiaries active in agriculture, energy, SME and industry, construction, forest and nature management. The knowledge network has more than 20 years of experience. It helps their customers in determining their strategy and supports them in the (legal) administration for the realization of their plans.

TYPE OF PROJECT

The project was introduced to accelerate growth and develop sales capabilities. Preparing the new generation and ensuring continuity in the follow-up. Our contribution consisted of an in depth analysis of markets, customers and sales, the development of a go-to-market strategy/plan, the implementation of a customized sales roadbook. We provided training and coaching.

Business development, commercial effectiveness, marketing & sales alignment, sales enablement

the challenge

  • Transfer and continuity: the current partners want to prepare the company for a gradual transfer and inflow of future leaders / partners by preparing top employees with leadership potential. They must perpetuate growth.

  • Growth: Although the different companies have different market positions, it is the ambition to continue to grow at the same pace and with the same figures. This requires different commercial approaches and competences.

  • Professionalization of sales: sales has long been an "extra activity" of mainly partners. It is believed that these growth ambitions will only be possible through more and clear focus on sales and further professionalisation of sales.

How we helped

  • We organize an analysis of the different types of markets and customers, the go-to-market approaches, commercial actions and efforts (input) and connect these to the results (output) general and per subsidiary.

  • We are also looking for the main reasons why certain subsidiaries have a better market position and what are main levers for improving market position.

  • We advise for better marketing & sales alignment and the development of a tailor-made commercial approach per company, in function of the current market and customer share and the growth potential.

  • We co-create and help implement the new sales roadbooks, together with the partners and top sales consultants.

  • We develop, train and implement a sales performance coaching approach.

  • We coach at executive level and in the field

Results

  • The sales roadbooks were tailor-made and implemented for the 3 main subsidiaries.

  • For one of the main subsidiaries with a lack of brand awareness and difficult market penetration, the number of customers and turnover growth both increased by + 25%.

  • 90% of all managers, coaches and main top consultants were trained in the new sales approaches and sales coaching methodology.

  • The selection and coaching of the new generation of sales consultants/partners is more structured and with better results.

  • Marketing built new websites, general and per company, with adjusted value propositions and including analysis tools as part of the new market approach.