Interim sales management: Clear structures sustainably increase sales in a short period of time

It is a truism that even small changes can often have big consequences. Despite years of experience, we are always amazed at how quickly the implementation of clear structures significantly increases the company's success. An example from our practice.

Our customer, an internationally operating, owner-managed family business in the metal processing industry, contacted us with a request for a short-term interim solution. One of his country managers had resigned and a successor was not in sight in the short term. The resigned manager was responsible for both sales and operational business. In the future, these two areas of activity should be separated.  

WB was therefore commissioned to embed an interim head of sales into the company with the following goals: 

• Maintaining existing relationships with customers and retailers 
• Maintaining sales success through close leadership and support of the field sales force  
• Maintaining the customer base during the transition phase 

At the beginning of the assignment, it was primarily about maintaining the status quo during the personnel changes.  

As soon as our WB Interim Sales Manager took up his role, after an initial inventory and in coordination with the German company headquarters, he also carried out the following decisive measures: 

• Creation of Sales budgets for the current year. 
• Identification of several Risk areas in the company. They were related to the existing staff, ongoing agreements with dealers and the lack of systematic sales processes. 

1. Especially optimized our WB-Interim manager Lahore Sales processes as follows: 

• Update pricing of offers  
• Creating clear pricing, shipping and purchasing approval processes 
• Implementation of uniform, understandable negotiation guidelines for offers 
• Development of the dealer sales policy including the creation of transparency on discounts, incentives and payment terms and obtaining approval from the German headquarters 
• Close-meshed receivables management to significantly reduce overdue receivables 

2.By our Interim manager to Taj Key Account Management for Major customer:within took over, managed er is, Customer:within to keep what might otherwise have been lost.  

3.Regarding the personnel it made sense, Structure with the help of klaren Guidelines zu schaffento potential full to be able to exploit: 

• Developed a team sales incentive policy and obtained corporate approval 
• Develop and enforce an unambiguous anti-corruption policy  
• Development of guidelines for testing consumables 

Our practical approach also included supporting the planning team with raw material and production planning. This alone led to a 30% increase in productivity in production. 

Just two months after our interim manager started working on this project, our customer was able to achieve an increase in sales of 5-50% across the product range compared to the previous month. The originally formulated goal of maintaining the status quo was far exceeded.  

Thanks to the structures and processes precisely developed and implemented by our interim manager, our customer's employees are able to achieve higher targets in the long term.  

Do you also need short-term interim solutions for your company? Would you also like to optimize your company structures in a practical way? Please feel free to contact us. We look forward to the exchange.