Sales Reinvention

One of the Midwest's largest food distributors identified that its route driver model had allowed them to become successful, but they were being increasingly commoditized by competition and other service providers.

In order to create more value during the selling process and avoid commoditization, the marketing and sales organizations implemented a vertical market strategy that would allow sales reps to help their clients solve business problems.

This change required reengineering of the job roles, the performance expectations of each of the job roles, the mindset and skill sets of the sales managers, sales representatives, and insides sales, as well as the implementation of a CRM system.

This client chose to work with SDI Consulting, LLC to define the performance models of each of the five new and existing job roles, to redefine the sales process, and to create a common training platform (mindset, skill set, tool set, and group disciplines) for each of the three vertical markets (restaurants, hospitals, and school systems); as well as a common training platform for sales managers.

SDI also played a significant role in supporting the integration of all of the components of this complex solution (including compensation, benefits, career paths, etc).

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