Revisiting the sales
process and business strategy of an Indian Multi-national for better profitability and sales numbers.
Client Challenge
A 50 year old Indian air compressor manufacturing organization with operations in India and few global locations approached Gemba with a unique problem. The organization’s sales professionals were unable to convince their customers about the technical superiority of the product. As a result, the products were either not sold to the tune of expectations or were sold at a lower price. The organization’s revenue was also being affected due to the issue.
Gemba’s Solution
Gemba worked on conducting a Sales Process Audit across locations. The process largely involved sales data from the organization and large number of interviews with the sales force. The result was insights into gaps in the sales processes, sales & marketing collaterals and also sales L&D practices. This resulted in creation of technical learning videos for sales employees that could be accessed even on mobile devices and remote locations. A customised application is being developed in order to view these videos at the employee’s convenience.