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
