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Case: Transforming a Material-based selling to a Solution-driven sales strategy
2016-03-24    From:Case

Background information
1. Client is in the medical devices and materials industry;
2. For the past 20+ years, the focus had been very much in supplying medical materials through distributors;
3. Competitors are now providing better quality at lower prices;
4. Their high-end new products are also perceived as less user-friendly than those of the competition;
5. The industry is also gradually shifting to packaging materials with hard-ware equipment to provide customized solutions to customers;
6. As a result, this client would also need to make the transition to a solution-driven strategy

Work done for them
1. We conducted a Belbin Job Role assessment on what are the job role requirements that are more suitable for the new sales strategy;
2. Belbin Team Role assessments are generated to analyse how best the sales and marketing department could respond as steam to new challenges;
3. A workshop is conducted to address gaps, and map out future action plans
4. Periodical meetings are conducted with the client’s senior management to review actions taken and results achieved

Directions Management Consulting Co., Ltd.

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