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ITC’s successful project to professionalise the sales department of a plant distributor from Galicia.

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ITC aide les PME à professionnaliser l’activité commerciale de son département des ventes.

The goal was to maximise the results obtained from marketing, logistics and sales drives. In 2004 five nurseries in the South of Galicia, established a joint commercial project aimed at working on the concepts of continuous improvement, sustainable growth and customer service.

The two initial challenges this projected faced were, in the first place, to bring the commercial activities of all five up to scratch. They all needed new tools for planning, organising and managing commercial activities. The other was to increase the responsibilities of the Sales Director and to provide him with specific training in sales-force team management efficiently and effectively.

The Sales Director undertook a three-month long training course to hone his competitive edge and to coach him in sales strategies based on customer pool, the portfolio of products and sales management. This training enabled us to provide the sales teams with new management tools and to train them in the new policies and strategic decisions which were being implanted.

Co-Plant is one of the companies taking part in the Re-Acciona Programme managed by Igape, the Galician Trade Promotion Organisation in which International Team Consulting provides the consultancy work for the sales revitalisation programme. This programme provides SMEs from Galicia with strategical sales advice as well as establishing sound foundations for the sales department.

For more information on how we can help you, please do not hesitate to contact us.

Salvador Devant
Sales and Marketing Consultant at International Team Consulting