Case Study 1 – Debugging Sales Performance

Sector: Micro-Insurance

Company size: 15 staff

Location: Latin America

Situation to address:

  • Low number of sales and B2B partnerships putting company at financial risk
  • Tensions in senior team around strategic choices regarding revenue generation
  • No participation of junior staff in core conversations, leading to reduction of motivation

edge engagement over 6 months:

  • Who is on board team mapping to restructure sales approach and team; leading to Head of Sales being promoted to Senior Management
  • RightHire to source a new Head of Sales
  • Currently: Stepwise introduction of a Performance Evaluation System for all roles across departments, with the aim of identifying non-performers

Outcomes

  • Increased clarity and effectiveness in sales team
  • Increased accountability across company