Sales force re-engineering

Case Study 8th September 2020

Lonsdale Direct Solutions, a Northamptonshire based specialist printing business, had recently grown by acquisition and were looking to improve the impact of their sales and account management team.

What was required?

Sales Incentive Schemes and the allocation of existing accounts were not generating sufficient new sales opportunities to grow the business in line with expectations. A fairer allocation process was required in conjunction with a transparent sales structure and a meaningful new business commission scheme.

The solution

Working with the business we devised a fairer way of allocating existing accounts and introduced a more hierarchical sales structure. A new commission scheme was also introduced with full transparency and visibility, to generate a more open and competitive sales environment. Full support was given throughout the process. The sales team members were briefed individually and the revised structure and arrangements were introduced within the specified timescales.

The results

The sales function is now more structured, with an improved sales platform and greater accountability for existing accounts.

If you are looking to improve your sales team, we can offer expert HR advice in Northampton and the surrounding area. Contact us today on 01604 763494.

Related Services

“Mark completely grasped what was needed to solve our inherent sales problem and guided us through the process from start to finish”

Gary Kiernan, Joint Managing Director, Lonsdale Direct Solutions

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