How a strategic account sales team increased selling time 63% Case Study

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Background

A large company offering water filtration systems to the foodservice industry struggled to maintain its growth and accurately predict revenue trends. Over several years, the division general manager tried many approaches to maintain the growth rate. He was unsuccessful.

The general manager had seen repeated successes with the firm’s production operations using Lean methods. When he learned the same principles and practices might be applied to the sales process, he was intrigued. He wondered if this could turn around his deteriorating market position.

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