Reversing a national telecoms sales decline.

The challenge

The division had to halt declining sales revenues within three months, then grow revenue and profitability against ambitious sponsor objectives. New channels, including online, also needed to be developed.

The work

• Restructured the divisional leadership team around specific operational goals.
• Established a sales task force to prioritise short-term improvements in demand generation and sales capture.
• Ran a parallel task force to develop and launch a new proposition.
• Created a new online operation, opened distribution channels through national agreements and introduced new incentive schemes.

The outcome

• Sales decline reversed and target achieved, converting a month-on-month decline of 7% to growth of 23%.
• The new proposition won the industry’s “Innovation of the Year” award and became the company’s most successful and profitable product at that time.
• A new online B2B channel was developed and launched in a fifth of the time originally envisaged.
• Divisional costs were reduced through careful management of expenditure.