Case Study: a commercial kitchen equipment manufacturer boosts sales productivity with L.E.K. Consulting

a commercial kitchen equipment manufacturer boosts sales productivity with LEK Consulting and reallocates engineering resources to highest-value accounts

The client, a commercial kitchen equipment manufacturer, faced a challenge in sales force effectiveness. Despite a market-leading position, it used a simplistic "one size fits all" sales approach that did not account for customer size, value, or specific needs. The manufacturer engaged L.E.K. Consulting to optimize how it invested sales resources across its customer base.

L.E.K. Consulting analyzed sales data and redefined customer segments, articulating distinct value propositions for each. They prioritized these groups based on value and cost to maximize long-term growth. As a result, the client quickly adjusted its sales organization, reassigning accounts and reallocating costly engineering resources to the highest-value customers. The new segmentation also created a career pathway for junior sales reps. The company realized almost immediate productivity gains and received positive market feedback on the new approach.