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Worked with a leading hardware manufacturer to develop, train and implement standardized sales processes
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.
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 organization achieved a unique, customized way of working for the entire Sales and Distribution team, which eliminated wastages, made measurement possible and enhanced sales.
Instances where our solutions impacted business outcomes / employability.
10 Nov at 08:57
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