Client situation & approach
The client is a leading player in the agri-food industry, with EUR 4 b net sales.
After five years of the successful deployment of a WCOM Operations Excellence Program in Production and Logistics, the focus was turned to building and driving Growth through excellence in marketing & sales and innovation.
A pilot phase was started with ten improvement teams in growth planning, performance management, customer and offering management, sales & marketing execution.
A Growth Assessment was carried out in 3 core business units, based on Growth Opportunities to build a 3-year strategy implementation plan, including a Capability Gap Closure Plan.
growthAn End-to-End improvement program, involving the entire company from Business team to Operations, was implemented.
Results
- Successful turnaround of two business units returning to strong growth (best-in-group)
- For two core businesses, Share-of-pocket based growth plans were implemented
- The time thieves in sales force were reduced, thus doubling effective quality sales time
- Sales gap mapping and Closure Customer Interfaces were secured and Individual Steering Cards for sales reps were designed
- The organization has now acquired the capability to systematically execute Improvement Teams in Sales & Marketing