Food Manufacturing
Case Study
YOU ARE WHERE YOU ARE: A Food Manufacturer and Distributor was at a pivotal moment, experiencing growth in a new wholesale division while another division was faltering. Conversations between the leadership of the company laid the groundwork for exploring necessary organizational changes and sales optimization. The goals were clear: increase revenue, streamline the sales organization, and elevate sales figures.
WE MEET YOU WHERE YOU ARE AT: The company had already embarked on a leadership training program across various departments as part of an overarching organizational change initiative. Seeing the potential in Work Excellence, they opted to incorporate it into their existing programs.
PICK A STARTING POINT: The engagement began with a comprehensive assessment to identify specific challenges within the sales team and the underperforming division. This paved the way for the integration of a subject matter expert in sales into the Work Excellence training program. The combination of the subject matter expert’s specialized techniques and Work Excellence’s structured methodologies provided a unique and effective roadmap for improvement.
CONDUCT A WORKSHOP: The Work Excellence and the sales subject matter expert collaborated closely with key leadership figures, including the CEO and VP of Sales, to conduct focused workshops aimed at sales optimization and organizational excellence.
SOLVE A CHALLENGE
The outcomes of this comprehensive approach were both measurable and transformative:
- Implemented a structured sales meeting cadence (aka work routine) that enhanced information dissemination, fostered accountability, and achieved tangible results.
- Developed key performance indicators (KPIs) and work metrics, and constructed sales dashboards to monitor and measure success, providing data-driven insights for continuous improvement.
- The sales funnel underwent a transformation, significantly improving in visibility and performance.
- A deeper understanding of customer and product dynamics was achieved, facilitating more effective targeting and positioning.
- Sales plans were meticulously developed to not just align with but also advance the company’s broader strategic goals.
- The company made a decisive and profitable shift to a wholesale-only business model, discontinuing the underperforming division and reallocating resources more efficiently.
Expand And Scale
In a ringing endorsement of the engagement’s effectiveness, the President stated, “Your Work Excellence methodology makes the SME’s specialized content method even better.” The company not only met but exceeded its original goals, achieving a remarkable increase in revenue, an optimized sales structure, and a transition to a more profitable business model.
This case study stands as a testament to the transformative power of combining specialized expertise with a comprehensive organizational excellence approach, resulting in a more efficient, aligned, and ultimately, more profitable operation.
