This company faced increasing global competition. With weak sales and management systems, they needed new processes and focus.
Business Problem: Lacking global functionality, inadequate selling skills, no authority in the field.
Solution: ELA Consulting Group offered communication building, sales and management training and follow-up coaching and consulting.
Results: Grew sales to $400M, maintained market share and tripled the stock price.
This company needed to significantly improve global functionality in order to compete more effectively against new entrants as well as two primary competitors. At the time of our engagement, although global teams performed most major business functions, decision-making was centralized with the CEO. In many of its markets, the company had difficulty competing for and winning major sales campaigns, partially due to management dysfunction, and partially due to poor selling skills (salespeople were technically-obsessed and focused little on adding value to the customer.) The board and corporate management saw a critical need to push decision-making out to the field in order for the sales team, and the company as a whole to become more competitive.
ELA, in partnership with Wilson Learning, assembled a team in the US, Japan, UK, Taiwan, and South America to develop locally and globally-effective sales and management systems. Profitability and market share targets were set as key metrics. The project included a range of assessments, inter-team communication processes, focused sales and management training, and follow-up coaching. Some training was “universal”, however sales development was targeted according to country-specific go-to-market strategies.