Venture International executed a consulting project started by field visits and analysing data to have a holistic view of the company operations and how actual sales are made. The project also included monitoring warehouses for any control issues. Routes of distribution were checked to identify whether the company was following the optimum routes. Management internal practices were also monitored. Marketing was also a subject for examination to identify the ROI.
Sales per truck appeared to be the main issue that needs to be tackled. Internal sales team with the support of Venture International experts reorganised sales districts for optimised sales routes. This was accompanied with validating existing data and using sales team as a main source of market data in a systematic way.
In coordination with top management, targets were identified more clearly and a simple yet motivating sales commission scheme was introduced to the sales team.
Throughout the project, Venture International experts managed the change within the company and contained the concerns of different stakeholders especially sales management and team at large.