Consultancy - Case Study
Major Stationery Supplier
Developing a consultancy-led approach to sales
A major supplier of stationery in the UK wanted to increase its wholesaler and dealer market share. The strategy was to move to a consultancy-based sales model which would necessitate a new approach to business development for its sales managers.
Meridian developed a competency model for the new sales manager role and ran a series of two-day development centres simulating the operating environment and providing the opportunity for the sales managers to practise the new competencies. The general manager and directors assisted by playing the roles of the dealer principals. The sales managers were given a background case study and were then asked to hold their first meetings to obtain information.
The development objective was for the sales managers to be able to relate to the customer's business in order to help the dealers develop their own businesses. The participants were observed over a series of meetings and were given feedback and coaching on the required competencies. The two-day event culminated in a development planning process, with the participants identifying one or two development goals to work on, supported by the regional managers.
The initiative was extremely successful and contributed to an overall increase in sales.
