High growth is not easy in changing and challenging times but this international business is on track to double in size over five years to £1.25Bn. Chargeurs owns businesses in the textiles, industrial film, museum design and luxury goods sectors. Sales Boost is a three year programme to "sell more; sell better" and equip the company to achieve its growth goals.
What we did
The first phase worked across the divisions with three main elements. A Commercial Reconnaissance with each divisional leadership team clarified, agreed and validated where the sales organisation was at the start, where they wanted to be and built a robust plan to get from here to there.
The second element was working with 20 strategic account teams to develop the accounts and build a new KAM approach. Some real stars have emerged as account leaders and the account teams are focussed, communicating better and working across silos.
The third element of this phase is the creation of a Blue Book which identifies actual and desired sales capabilities and compiles, curates and communicates learning and coaching resources.
The rollout phase includes sales training and further application of KAM principles and practices.
“The good news is that we now all agree where the problems are but also have a shared view of where the solutions will be. I’m very pleased with the way our leaders and their teams have shifted not just their understanding but their behaviours. There has been a real change in commitment and engagement through the whole exercise.” International Business Development Director
"We are now able to be what this customer has wanted us to be for five years: a truly international supplier partnering with a truly international customer." Strategic Account Manager
There have been a number of major advances by the account teams: e.g. global product listing and nomination by a prestige brand; global head of sustainability mandates innovative productions for adoption across group; global customer which was managed regionally now working to an integrated global agenda covering supply-chain, R&D and industry applications
There have been significant business wins as well in the first few months. e.g. 11.4% increase in volume & 14.45% increase in value year-on-year. 30% ahead of budget YTD. 18% increase in volumes compared with customer’s own 6% growth.