Global enhancement of commercial operations

The challenge

Industrial multinational company with sales teams in more than 100 countries, with a high degree of complexity; different market shares depending on the country, different economic and regulatory conditions, heterogeneous work culture and approach, etc… These factors entailed significantly different operational maturity levels, with a high potential to improve commercial efficiency globally.

Alfa Consulting designed and implemented the new global sales model, based on a profound cultural change, which enabled the company to accomplish relevant sale impacts. In order to to this, operational maturity levels were determined in the most relevant countries, thus establishing a new reference model and activating specific improvement plans in consonance with maturity levels.

The results

  • 15&

    sale increase

  • 20%

    increase of commercial efficiency

  • 40%

    increase of commercial strength capacities