Worked with a leading hardware manufacturer to develop, train and implement standardized sales processes

The Task

The organization has been a leader in hardware solutions for more than 75 years and wanted to standardize the work procedures of its sales & distribution team. In order to achieve this, Centum designed a Sales Process Manual for their field sales force to achieve common standards across geographies, at all times.

The Solution

Centum Learning took over this humongous task of standardizing the workflow of such a vast Sales & Distribution team. The team visited 4 different locations, where the client had its plants and depots. The diagnostic study included a visit to their corporate office too. The process consultants shadowed the role holders involved, to understand the daily, weekly and monthly activities.

After the field study, the end-to-end process of their sales team was captured in the form of a Sales & Distribution Process Manual. Certain industry best practices were incorporated into the manual. Ideal formats for reporting were developed and the final Sales & Distribution Process Manual was handed over to the client.

Subsequent to designing the process manual, Centum did a Process Education Workshop across 5 zones to familiarize the sales team with the processes and facilitate implementation of those processes.

The Result

The organization achieved a unique, customized way of working for the entire Sales and Distribution team, which eliminated wastages, made measurement possible and enhanced sales.

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