The Challenge
![](https://kaizen.com/wp-content/uploads/2022/09/selling_behaviour_asessment.png)
Problem
• Competitors with aggressive sales propositions are gaining market share
• Sales team with low win-rate of proposals
• Sales team holding on to traditional sales approaches, unable to adjust to the market demand
Root Causes
• Lack of information and preparation before the sales meeting, that would help in facing customer’s objections
• Lack of knowledge regarding the product features and the competitors offer
• Incorrect planning leads to sales meeting cancelations
The Solution
![](https://kaizen.com/wp-content/uploads/2022/09/selling_behaviour_asessment.png)
![Thermometer Board](https://kaizen.com/app/images/pt/solutions/Case%20Studies/sales_call_efficiency_after_.jpg)
![Sales Call Script](https://kaizen.com/dist/filemanager/Uploads/uk/sales_call_pitch.png)
• Strategy definition to clarify market positioning and value offer
• Development of preparation checklist, standard for the sales call meeting and support materials to present during the calls
• Organisational Model focused on the customer: salespeople and sales managers organised according to the channel
• Routines for Sales Funnel and KPI analysis to improve funnel progress rates
The Results
The project generated annual savings of £1.3 million.
![Sales](https://kaizen.com/app/images/pt/solutions/Case%20Studies/Picture1.png)
Sales
Sales increased by 25%.
![Charged Comissions](https://kaizen.com/app/images/pt/solutions/Case%20Studies/sales_call_efficiency_graph1.png)
Charged Commissions
Charged commissions increased by 78%.
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