A $300 million distribution company retained our firm for a long-term assignment: to transform the business from a traditional sales representative model to a consultative sales model. Over the next seven years, we recruited nearly 40 consultants who strengthened the company’s customer relationships and measurably improved sales and profits. The net result of the shift increased revenues from $300 million to nearly $1 billion and market share from 40 percent to over 60 percent.
This company increased profitability every year following the transition. The sales leader, ultimately promoted to president, subsequently enlisted us to manage a redesign of the business.