Field Sales Case Study in a Global Chemical Firm

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Field Sales Case Study

Background

A division of global chemical company provided collision repair products to automobile dealers and collision repair shops. They employed 210 field salespeople in 18 district offices. The division was experiencing flat revenue growth and declining market share. A European competitor’s foothold in North America was making it difficult to capitalize on the fast-growing auto-dealer segment of the market.

District managers in each sales office ran their own show. Proposals and legal contracts were done differently in each location. Key market segments like mega-dealers and more sophisticated auto dealers were being approached in generic ways.
Client Discovery & Root Cause Analysis

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