OPPORTUNITY/ISSUE
We helped our client, a German energy provider with over 300 million euros in sales per year, optimize their direct sales -to increase market competitiveness and the profitability of the internal and external sales force.
To achieve this, a partner program for external door-to-door (D2D) sales teams was developed to identify and retain important sales partners and to further expand the collaboration options.
In our analysis, we focused on four major goals:
- Increasing our customer’s revenue in their D2D channel
- Driving their sales by improving coordination of sales activities
- Retaining the best performing sales partners through rewards to strengthening the relationship with top partners and to increase their sales performance
- Enabling partners with a sales app and training them to sell energy+ products
APPROACH/SOLUTION
We set out to define the attributes of “premium” and “standard” sales partner by conducting a detailed performance segmentation.
We also evaluated and selected sales app providers and defined a roadmap for the implantation based on our clients functional and nonfunctional requirements.
In more detail, we set up a detailed sales improvement program by:
- defining a go-to-market strategy for future door-to-door sales via external partners
- finding qualification criteria and processes for standard and premium partnerships
- setting up sales territory allocations and protections
- adding incentives for individually agreed sales targets
- giving training opportunities for sales partners
OUTCOME/RESULT
An incentive program to reward and retain top sales partners.
More specifically we helped our client to:
- develop a ready to implement partner program including incentive scheme and training curriculum define a suitable product portfolio for external door-to-door sales partners
- select the best sales app to enable a fully digital sales process
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