As a first step, we analyzed historical sales & pricing data, product mix evolution, and existing customers behavior, to identify the focus areas that could yield the desired result. With our Sales Analyzer methodology, our team combined its deep expertise with advanced data analytics to come up with a roadmap of strategic steps, but also tactical actions to achieve the goal.

Using our product and customer segmentation analysis, we spotlighted the “profitable” customers, those with a potential to promote additional products (something that had not been done so far), but also the customers whose transactional profile ends up making them loss-making, burdening the business and consuming valuable resources from the sales department. Combining the above, we crafted the profile of target customers, and identified all upselling opportunities to existing ones, proposing a flexible credit options scheme to further promote sales.

As a second phase, we helped the company develop an integrated, comprehensive sales performance system, encompassing a comprehensive goal setting and sales team management framework.

* We take the confidentiality of our clients seriously. While we have changed their names, the results are real.