Background and Challenge
The client, an approximately $2 billion global business process outsourcing company, sought to transform its sales force in order to realize near-term profitable growth and long-term structural improvement in the effectiveness of its sales force.
Approach and Recommendations
- Worked closely with the client to design and implement necessary, dramatic changes in its sales approach and organization that are better aligned with its strategy
- Identified new opportunities to increase selling capacity without adding resources
- Renewed focus on growing the pipeline and improving win rates on new business/renewals
- Set up a sales transformation office that defined work streams, mobilized teams and pushed out across the organization the right sales priorities for the business
Results
Within three months of implementing L.E.K.’s recommendations, the client experienced significant, measurable sales improvements:
- Achieved quarterly financial goal after several missed quarters
- Grew the risk-adjusted sales pipeline by 50% year-over-year
- Grew the sales win rate by 74% year-over-year
- Won a major customer renewal opportunity, which leveraged the new process for critical opportunities
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