Distribution Businesses

  • Industry: Building & Construction Materials (B2B + B2C)
  • Engagement Type: Sales Transformation Program (3–5 months)

The Project Outcomes

Within ~3 months:
  • 15–20% month-on-month sales improvement (on track)
  • Collections discipline improved significantly
  • Sales team began taking ownership
  • Reduced owner involvement in daily decisions

The business moved from survival mode to clear growth planning, with a visible yearly trajectory.

The Situation

Sales existed, but growth felt fragile.

The owner’s biggest concerns were:

  • High sales variability across months
  • Weak sales discipline
  • Delayed collections
  • Manual tracking using paper and spreadsheets

Collections were handled separately by accounts, with limited accountability from sales — increasing the risk of bad debts.

The Core Challenges

  1. No structured sales organisation
  2. Manual field tracking
  3. Poor visibility into receivables
  4. Owner dependency for escalations
  5. Growing financial risk due to delayed collections

What We Did

We rebuilt the sales engine from the ground up, focusing on structure and automation.

Sales Visibility

  • CRM for sales & collections
  • Customer-level receivables tracking
  • Owner dashboards for sales & collections
  • Weekly performance reporting

Sales Capability

  • Role clarity & accountability design
  • Hiring & onboarding frameworks
  • Sales discipline training
  • Performance scorecards

Sales Conversion

  • Customer segmentation for collections strategy
  • AI-driven follow-up workflows
  • Automated WhatsApp & SMS reminders
  • Field sales activity tracking
  • Clear ownership of collections follow-ups

Why This Matters

This case shows how automation and accountability can stabilise cash flow and unlock growth — even with a small team.

Our Case Studies

Manufacturers
Distribution Businesses
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These engagements share one thing in common:

Real tools,
Real adoption,
Real outcomes.

Not Sure Where to Start your
Sales Growth Journey?

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It helps you understand:

  • Clear view of your sales organisation
  • Key improvement areas
  • Step-by-step guidance on what to fix first
  • Clear view of your sales organisation
  • Key improvement areas
  • Step-by-step guidance on what to fix first

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