Increase B2B Sales in the Electronics Industry

Our client asked Exospect to find novel new ways to increase sales to their largest customers. These customers all had globally dispersed value chains so for instance hardware R&D in Europe, design in Europe and China, and fully owned and outsourced manufacturing sites in Asia and South America.

Exospect Solution:

We designed a taxonomy to assess if the sales team members had the appropriate expertise to be:

  1. able to fully deliver the product’s value proposition
  2. at the right place of the customer value chain
  3. in the right location with the appropriate amount of customer ‘intimacy’ – i.e., with expertise on the customer needs

The Exospect methodology & software allowed us to assess the extent of selected sales skills (product, market and customer knowledge) on an individual level across a worldwide team. Sales individuals shared a market assignment but belonged to multiple divisions. Next, the comparison of gaps in skills versus sales entitlement led to identification of which skills should be strengthened (and where), in practice generating a highly effective resource allocation strategy.

Recommendations:

Exospect identified the critical situations where the team was less likely to be able to fulfil sales (based on potential profit). A ‘laser-focussed’ intervention plan was designed for the global sales teams.

Result:

Exospect identified the critical situations where the team was less likely to be able to fulfil sales (based on potential profit). A ‘laser-focussed’ intervention plan was designed for the global sales teams.

This Exospect solution was used as a business case published as “Innovating the way we sell: Knowledge Coverage Models” in Smarter Innovation: Using Interactive Processes to Drive Better Business Results, Katrina Pugh (Ed.), Ark Group, London, UK, 2014.

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