Business Issue: A chemical distribution company’s sales team was focused on selling and managing business within existing customers and was not effectively acquiring new customers. In an effort to gain additional market penetration, a new role was created in sales to generate and pre-qualify leads for the Field and Inside sales teams.
Adroit’s Role: Assisting the client in creating a new customer acquisition strategy that would create new business opportunities, track activity and accountability, and provide measurable results.
Stages in the engagement:
# Define a new customer acquisition process including a new organizational role focused on prospecting
# Create job description, candidate profile, and roles and responsibilities across the sales organization
# Identify critical success factors and metrics for the new strategy…
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