The Underlying Question
The leadership of a major manufacturing firm had a powerful ERP system, yet the Commercial Director knew his team was leaving money on the table. They were relying on instinct and old habits when facts were available but inaccessible. The core question was: where, specifically, was value leaking from their commercial engine, and how could they equip the team to stop it?
"We had all the data in the world, but we weren't using it to make better decisions. The analyzer tool closed that gap overnight. For the first time, my team isn't just selling; they're selling smarter."
A Two-Phase Journey to Profitability
Our engagement unfolded in two distinct, logical phases:
First, we engaged our Sales Performance Optimization service to find the leaks. This diagnostic sprint delivered a clear, undeniable map of their profit landscape, revealing several critical truths that were invisible in their day-to-day operations:
- Inconsistent Discounting: Pricing and discounts were being applied inconsistently from one salesperson to the next, often without being tied to volume or strategic goals, directly eroding margin.
- Neglected Legacy Clients: Valuable, long-term customers were quietly going 'cold' and reducing their orders, a silent churn that was masked by the hunt for new business.
- Misallocated Resources: The highly-skilled B2B sales team was spending a significant portion of their time servicing a large number of very small-ticket customers, draining their capacity to focus on high-potential accounts.
This map provided the diagnosis. Next, we engaged our Business Intelligence service to provide the permanent cure. We designed and built a custom Sales Analyzer Dashboard—a simple, visual compass that sat on top of their ERP. Its specific purpose was to make these three critical leaks impossible to ignore ever again.
The Decisive Result
With the leaks identified and a new compass in hand, the team could steer with precision. The dashboard embedded the findings into their daily workflow, allowing them to:
- Streamline Pricing: Implement a consistent, data-driven discounting policy that protected margins.
- Proactively Retain Customers: Use alerts to identify at-risk legacy clients and re-engage them before they were lost.
- Focus on High-Value Leads: Re-assign small-ticket customers to an inside sales function, freeing the senior team to pursue the most promising opportunities.
The engagement created a lasting effect, delivering not just a one-time analysis but a permanent, data-driven capability that fundamentally improved the company's commercial discipline and long-term profitability.