Development of sales into the next level : the impact of forward-looking culture
Henriksson, Timo (2024)
2024
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Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2024121134794
https://urn.fi/URN:NBN:fi:amk-2024121134794
Tiivistelmä
The profitability of the case company has reduced in the last couple of years. Case company focused only on existing customers who at the same time were reducing their purchases. The development of its business would have needed to recover otherwise falling revenue.
Corporate profit can be improved by increasing the sales or improving productivity. Production improvements are pointless if there are not enough sales.
The thesis is practical type, focusing on the development of sales. It was found that the case company did not have the necessary competencies and resources to pursue more sales. Therefore, it was decided to start recruiting relevant skills outside of the organization.
Relevant skills of the new salesperson were recognized and propriate person was hired. In the beginning the new salesperson participated in the sales planning process targeting the engagement of the execution phase. The plan was to put efforts into new customer acquisition and development of existing accounts on to a higher level in strategic partnership. As a part of the practical phase sales culture needed to change to be more open for new opportunities.
Corporate profit can be improved by increasing the sales or improving productivity. Production improvements are pointless if there are not enough sales.
The thesis is practical type, focusing on the development of sales. It was found that the case company did not have the necessary competencies and resources to pursue more sales. Therefore, it was decided to start recruiting relevant skills outside of the organization.
Relevant skills of the new salesperson were recognized and propriate person was hired. In the beginning the new salesperson participated in the sales planning process targeting the engagement of the execution phase. The plan was to put efforts into new customer acquisition and development of existing accounts on to a higher level in strategic partnership. As a part of the practical phase sales culture needed to change to be more open for new opportunities.