Growth Case Study:
Think Growth to Achieve Growth

Overcoming a funding freeze with a growth mindset achieves big wins for pan-European B2B Distributor and their Supplier

Mission:

Source and deploy for a B2B technical product-based distributor a comprehensive world-leading pan European Sales Training Program for 450 salespeople, across 15 countries. Upgrading their skills and capabilities following a detailed benchmarking exercise conducted against World Leading Sales Organisations.

Challenge

The overall funding for the program to reach world-class levels was a six-figure amount. Due to a downturn in the market environment impacting the broader portfolio of firms in this global corporate. All companies were required to freeze their spending budgets (such as travel and training.) Suspending, for our client, the launch of the program, potentially indefinitely.

Solution

We prepared and leveraged a comprehensive business case to transform the existing volume rebate structure for one of our client's major suppliers; generating a three-way partnership between my client, their supplier and the world-class training organisation. 

Result

The supplier partner accepted the business case, fully funding the program. They took the opportunity to commit beyond the funding and hosted the training at their offices around Europe; educating and engaging the teams on their company, values, brand and product strategies. Post-sales growth following the training yielded a significant step-change in performance. The global sales training organisation managed to leverage a global deal on the back of this European partner growth success story.

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