SALES TRANSFORMATION PROGRAM

LAFARGE

  • Design and roll-out of the corporate "Sales Force Effectiveness" program in 60 countries
  • Definition and creation of the group commercial performance levers (23 levers) and of the new sales processes for the entire group activities
  • Conception of sales performance action and monitoring tools and methodologies
  • Roll-out of phase 1 "Foundation" :
    • local sales efficiency diagnosis 
    • set-up of customized action plans and KPI's selection with managers
    • sales teams training in various aspects of sales efficiency 
    • sales managers field coaching to implement action plans 
  • ​Roll-out of phase 2 "Stabilization " :
    • ​intermediate SFE review and detection of improvement actions 
    • sales team assessment and additional training definition 
    • coaching competencies transfer to managers