Heavy equipment solutions - Halifax Consulting – EN

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Challenges The company uses an exclusive network of dealers. Its market was growing but transitioning from a product-based offering to one more focused on solutions (new services, new business model, digital transformation, etc.). At the same time, the sales force handling the dealer network had fallen into a bit of a routine “meter reading” approach. The challenge lay in finding a way to revitalize teams and help the network transition toward selling solutions and services.

15

months of support

20%

growth across targeted solutions

100%

of company departments
involved and aligned

The Halifax Consulting Solution

Following an immersion period with sales teams and support services, we opted to assess sales staff to provide relevant recommendations and new job descriptions. This was done in conjunction with company managers and sales representatives to target new processes and tools used to manage the network. A tailored team training and support plan was put in place to ensure the right fit for new skills and practices across the board.

Keys to success

An extremely high level of customization throughout the project.
Close end-to-end involvement of senior executives to ensure to bring sales in line with strategy goals.
Versatile digital methods to prepare, roll out and reinforce.

Sales representatives are now super involved, with support teams now all focused on pursuing the same, joint strategy.

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