Sales Team Optimization

Created 7 months ago in Skills & Management / Productivity

Problem:
Our company's business value dropped by 50% in 2019 due to COVID-19, as several clients in key verticals faced budget constraints and ceased operations with us.
Action:
To adapt, I shifted the sales structure from a cluster to a vertical approach, focusing on sectors that thrived during the pandemic, such as FMCG, healthcare, and agriculture. We developed digital Employee Benefit and Sales Channel Incentive programs tailored to these industries
Result:
This pivot not only recovered the lost volume but led to an 11% growth in 2020.