Logistics Sales Case Study

A global logistics and freight forwarding company was facing a growing gap between their actual revenue and projected revenue targets. The company was unsure of where to allocate sales resources to achieve their goals.

SBI recognized an opportunity to profile the local sales operations in multiple major metropolitan locations to identify how well the current structure and process aligned to the company’s growth objectives.

SBI conducted a detailed assessment of the company’s current sales organization and performance compared to benchmarks and industry competitive leaders for sales force sizing, account segmentation, and talent management. The assessment revealed significant underinvestment in sales headcount and provided a roadmap to onboard and manage the needed talent.

SBI’s recommendations resulted in an average gain of 9% in annual revenue across all assessed offices and put the company on track to meet its 5-year revenue growth objectives.