From reactive to proactive sales processes

Challenge
Large international audit and consultant company realize that they need to change their sales processes and develop the sales competence of the auditors and consultants, in order to face external changes as e.g. the non-mandatory audit.

Project
Xplan gets the responsibility to run a long-term sales development project within all business areas. The objective is to secure the strategic targets by the customer regarding the acquisition of new customers to be able to reach the desired market share. This means that several hundreds of key employees are trained, coached, and educated in how to run complex sales processes.

Result
After the project has been running during one year the amount of new customers within prioritized segments and sustainable new revenues are on a very satisfying level. The project is now entering into the second year to secure the targets towards 2010.

Comments by the customer
"Extremely successful project generating both new customers and a more professional business oriented behavior among our employees."

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