Telecommunications Products

The Challenge/ Problem

This Telecoms Products company were suffering from declining sales and reducing margins. They had hired, fired and hired many salespeople none of whom had made any difference.

The Action Taken

Following a detailed analysis we found that there was a huge over reliance on the Sales Director within the business who was also a co owner. The business had no explicit policies/ procedures or clear Sales and Marketing plan. They had no clearly defined approach to the market.

We completed a Operating Procedures Manual for them and assisted them in recruiting a better quality sales team able to follow the explicit Manual material.

We trained in the Manual content until it became part of the DNA of the company. We redefined Job Descriptions and rewrote them.

We redefined the companies approach to key (major) accounts and upgraded their presentation to this group.

The Outcome

The company achieved a record order book in the following eight months. The new salesperson we recruited was described as ‘doing very well’ and the company were making ‘promising’ progress with Key Accounts.

The Client’s Comments

‘At last we seem to have found the right solution and we are following the right approach – we are truly grateful to Tinderbox for their support and for putting us on the right track’
M.D. Managing Director