Case Study

Building the sales organisation of the future to accelerate growth and improve capabilities

GLOBAL MARKET RESEARCH & DATA INSIGHTS COMPANY

An international research data and analytics technology group with revenues of £222 million (2022) and operating profit of £36 million (2022). Their innovative solutions help the world’s most recognised brands, media owners and agencies to plan, activate and track their marketing activities better.

They operate in 22 countries, have over 2000 employees and work with 3300 clients. They have their own panel of 22 million+ members to provide unique insights into how the world thinks. Their data is regularly referenced by the global press and they are the most quoted market research source in the world.

Key Challenges

  • Rapidly growing business with acquisitions and many new joiners
  • No formalised sales and account management process within or across geographies or organisations
  • Lack of formal sales and account management training

Our Solution & Strategies

  • Defined future sales methodology
  • Co-created sales and account management ways of working and best practices
  • Aligned global and regional leaders on new approach
  • Designed and delivered training for new sales methodology to sales and account management employees

Impact & Results

  • 20% increase in confidence levels across sales and account management
  • Increase in total pipeline
  • Consistent ways of working and adoption of ways of working (including technology)
  • Increased employee engagement

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