Case Study: a global roofing solutions provider improves sales force performance with L.E.K. Consulting

a global roofing solutions provider rolls out new sales model with LEK Consulting, piloting 7 reps

The customer, a global roofing solutions provider, engaged LEK Consulting to improve the performance of its clay tile division sales force. The challenge was to enhance sales and marketing efforts and redesign the commercial model for this specific market.

LEK Consulting designed and implemented a new sales and marketing paradigm, beginning with a pilot project. The solution included defining market potential, creating a standard account plan, identifying KPIs, and designing an incentive system. The results were encouraging, leading to a full rollout where the new planning and reporting processes became a company best practice for the client.