Sales Excelerator successfully implemented

TOTE-M successively and comprehensively implemented the Sales Excelerator programme for the Dutch market leader in the field of car windscreen repair. The main objectives were to improve the conversion of leads, streamline the customer process and optimize the accessibility for customers.

TOTE-M commenced with the establishment and briefing of a dedicated sales team. We jointly analysed the complete customer process, end-to-end, by means of ‘brown paper sessions’. During such sessions, TOTE-M consultants ask sales teams the right questions in order to create insights.

Based on all the bottlenecks that came to light (most of which were in the transition from one process to another), fifty insights were defined. Priorities were assigned to these and a plan was made so that associated projects were properly linked. We then commenced the solution process.

TOTE-M subsequently supervised the complete implementation project and provided active input at the start of it. In this way, solutions were supported by the company itself. The programme eventually yielded a substantial increase in the number of jobs per year, and thus a considerable increase in sales.