Case Studies

Achieving Sales Force Effectiveness

FleetCor is the largest global fleet card processor with over 650,000 business locations and over 3.5 million fuel card holders. This privately owned company with sales revenue of ~$160 million employs 700 associates in 20 offices in the U.S., Canada, and Europe.

Challenges

Sales results were inconsistent and sales management needed help diagnosing and quickly addressing the issues

Experiencing declining sales volume and double digit customer churn

Experiencing very high sales force employee turnover

Ancillary revenue sources had been helping support topline growth

Approach

Formulated and refined sales strategy to drive increased sales activity levels and effectiveness

Developed and distributed sales productivity enhancement tools and training

Developed “quick hit” opportunity plan and roadmap to implement overall recommendations

Identified and analyzed key areas of opportunity to drive customer acquisition and reduce churn

Results

Targeted for sales increase of over 10%

Projected increase of 45% in sales force retention

Created collateral for entire sales force and changed the methods used to interact with prospects

Improved the sales force ability to identify higher percentage prospects

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