Enhancing Sales Productivity for a Global German Manufacturer

About the Company seeking Coaching

The client is a leading German manufacturing company with a global footprint, operating across multiple continents. Known for their high-quality industrial products, they have a strong reputation in their industry. Despite their global reach, the company’s Indian operations faced significant internal challenges, particularly in sales productivity and employee retention, threatening their ability to meet performance expectations.

Challenges

The company engaged Groval Eulers in a two-year partnership to address the following key issues:

1. High Attrition Rates:

Frequent turnover among sales professionals disrupted team stability, hampered client relationship-building, and increased recruitment costs.

2. Low Productivity:

Sales team members struggled to meet targets due to a lack of clear processes, training, and motivation, resulting in subpar conversion rates.

3. Absence of Defined Sales Processes:

The lack of a structured approach to client acquisition, opportunity management, and follow-ups caused inefficiencies and missed opportunities.

4. Underutilization of CRM Tools:

The organisation had recently invested in a Customer Relationship Management (CRM) system but lacked the training and processes necessary for effective implementation. This led to incomplete data, limited transparency, and reduced utility of the tool.

Groval Eulers’ Solution

To tackle these challenges, Groval Eulers collaborated closely with the client’s leadership and sales teams to deliver a comprehensive skill development and process optimization program.

Skill Development Across Hierarchies:

Designed a multi-phase training program tailored to different layers of the sales organisation, including key account managers, channel sales managers, and field sales representatives.

Conducted workshops focusing on essential sales behaviors, such as active listening, persuasive communication, and objection handling.

Sales Process Optimization:

Developed a structured sales process to guide team members from lead generation to deal closure, ensuring consistency and accountability.

Introduced regular review mechanisms to monitor performance, provide feedback, and identify areas for improvement.

CRM Implementation Training:

Conducted in-depth training sessions to ensure all sales personnel understood the value of the CRM system and how to use it effectively.

Developed guidelines for data entry and reporting to promote transparency across the organisation, enabling global leaders to track the progress of the Indian operations seamlessly.

Leadership Collaboration:

Worked closely with the management team to align sales goals with organisational objectives.

Facilitated the creation of a supportive environment where sales leaders actively coached their teams to achieve higher performance.

Results/Outcomes

The engagement resulted in several measurable and qualitative improvements:

1. Reduced Attrition Rates:

By fostering a culture of continuous learning and growth, the company significantly lowered attrition, enhancing team stability and morale.

2. Increased Productivity:

The skill development program and process improvements empowered sales teams to achieve higher conversion rates, boosting overall productivity.

3. Effective CRM Utilization:

The CRM system became a central tool for data-driven decision-making, improving transparency and enabling better forecasting.

4. Stronger Global Integration:

With the CRM’s enhanced functionality, global leaders gained clear visibility into the Indian operations, facilitating better coordination and resource allocation.

5. Scalable Sales Processes:

The newly established sales processes provided a scalable framework that could be replicated in other regions, contributing to the company’s global success.

Key Learnings

Tailored Training Yields Results:

Customizing skill development programs for different levels of an organisation ensures maximum impact.

Technology is an Enabler:

Proper implementation and training can transform a CRM system into a powerful transparency and performance management tool.

Collaboration Drives Success:

Close coordination between external consultants and internal leaders creates an environment where lasting change is possible.

Dinkar Rao sales training and coaching

Certified Coach (SUCCESS CONVERSION COACHING™) – Accredited by CCA and ICF

Groval Euler's sales training and coaching
  • null

    Are you a Managing Director/ CEO/ CSO/ HR Head of a company?

  • null

    Are you heading Line of Business (LOB) and managing it’s P&L?

  • null

    Do you want 90% of your sales team members to achieve their sales targets?

  • null

    Do you want excellent customer satisfaction scores, consistently for your services?

    Let's Connect

    Contact Us
    close slider