Manage the performance of your sales teams in line with your sales objectives

Background

Our client is a transport company, leader in France in the express delivery of shipments under 30 kg. Faced with increasing competition and pressure from e-commerce giants, the management of sales, profitability and commercial system becomes an essential lever to ensure the performance and competitiveness of the company.

Challenge

Wishing to overhaul its data platform with the dual aim of simplifying sales management and making it more adaptable to the complex changes in sales models, Keyrus Management helped them characterize the business use cases and associated KPIs, size the project and define a technical architecture that was coherent with the system in place.

Approach

To specify the ambitions and frame the project by delivering : • A detailed summary of business needs and IT constraints • A mapping of business challenges and associated use cases • Defined priorities and a business roadmap • Target functional architecture • An IT transformation plan • Specifications and costing

Key results

Benefits

By providing a clear vision of the evolution trajectory, the mission made it possible to review and prioritize sales management needs. It also provided the flexibility and scalability necessary to move from a vertical-based segmentation approach to a transverse management matrix of sales force performance.

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