The customer, a B2B service provider, saw its sales plummet within six months. The sales team found it increasingly difficult to expand existing customer relationships and acquire new customers. In addition, the organization was too slow in handling important internal projects such as the development of new, focused solutions. The tense sales situation and the slow pace of internal implementation led to frustration within the team. 

The starting point for a thorough situation analysis was a full-day workshop with management to identify the root causes of the problems (root cause analysis) and systematically identify potential solutions. To address the challenges in sales, sales targets were defined and a transparent causal chain of target achievement levers was derived. Key figures along the causal chain were tracked to monitor progress on a regular basis. Responsibilities and roles were defined within the team based on the new targets and implementation levers. Alinea supported the change process required to achieve the necessary mindset shift through the new roles - especially in sales - during the first few months. 

The negative sales trend was reversed within a few months and turned into growth. Thanks to the newly gained transparency and performance measurement of the sales levers, the team is now able to independently make adjustments to the sales strategy in order to adapt to changing market conditions and customer needs.