Client Goal

Minimize loss of sales volume and distribution during a period of field sales transition.

Action Taken

Developed methods and procedures, training curriculum and measurement systems for the inside sales team, and improved the content and quality of the customer database.  Screened, hired, trained and managed a dedicated team of inside sales representatives to work the key accounts during the transition period.

Results

Successfully retained over 90% of the key account base, minimized volume losses to competition, and                 developed robust customer profiles for use by the new field sales organization.