Newspaper/Radio/Online Advertising Group

BACKGROUND: The client had profitability and training challenges. These were caused by

    • a group structure consisting of 5 sales teams in 4 different locations
    • very varied experience levels and training standards
    • Revenue and sales metrics managed using different metrics with each of the  teams.

We were briefed to assess the teams, devise, report and implement an integrated sales management and training plan which would fix the under performance and drive revenue growth across the group and all 5 sales teams.

RESULT: Revenue growth of 11% was achieved in a 4 month period alongside standardised performance management metrics.

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