During 2016, Flensby & Partners has been engaged in a process whereby one of our key clients managed to implement a completely new leadership structure within its key markets, enabling them to embark on a journey to implement sales excellence.
The client is a substantial European player within the distribution of key components for the machinery industry. In late 2015, they decided to implement new tools in the sales organization in order to shift from relation selling to value based selling, using sales excellence tools across the Pan European sales organization. It was clear to the top management that the existing sales organization had to be reviewed as to who could join this change journey and who had to be replaced.
Flensby & Partners became involved in late 2015, where the plan was made explicit to both the partner and researchers. Soon, a Pan European search team was established and the search process to replace the Danish sales management was commenced. After a 10-week search process, the Danish team was in place and following this, the markets of Sweden, Germany, Austria, and Norway were activated. The entire process to conduct searches for sales directors and on selected markets field sales managers was completed during 2016, and the client has now commenced the sales excellence kick-off process.
Key takeaways for Flensby & Partners are firstly that a very clear strategy from the client side is instrumental to conducting a tightly controlled search processes in markets where candidate demand is high, like the German market. Secondly, a very close contact with the client throughout the entire process enabled Flensby & Partners to communicate very precisely with the client, enabling them to follow the process at first hand. From the client, Flensby & Partners has received the feedback that having one central partner in this extensive project has been the key to success. One partner only has controlled the entire process from start to finish, which gave him a unique insight into the old vs. the new client culture, which was very valuable.
“The fact that Flensby & Partners understood our business and could support us through their own offices across Scandinavia and through an effective research throughout Europe was second to none” was one of the key comments from the client.
For more information, please contact:
Morten Winther, CCO and Partner, Flensby & Partners