The Centum team decided to isolate one particular zone and target it for transforming it into a Center of Excellence following the Sales University architecture. The learning and implementation process would then be replicated on to the other zones and operational countries.
The Centum team then progressed to create a project plan for deployment and subsequently generate a comprehensive report. The project started with the compilation of zonal Sales & Distribution infrastructure information available at the head office to identify gaps. The available data was then analyzed to figure out the trade requirements.
A 30 day period then marked the implementation phase where 1 Zonal Business Manager, 2 Territory Sales Managers, 11 Sales Distribution Executives, 71 Direct Selling Agents from 16 clusters encompassing 103154 sq Kms were coached to implement various processes and activities to fulfil the requirements and to plug in the gaps.