O2C and sales performance

O2C and sales performance

Objective

Approach

To define and set up a new order-to-cash process

1Organization
To redefine roles and responsibilities in relation to the centralization of functions
2Process
To define and implement a new order-to-cash process
3Management and steering tools
To introduce tools to allow for effectiveand response follow-up of performances

To improve sales performance by structuring the process

1Commercial policy and strategy
To structure the commercial policy around marketing and strategic priorities (targeting, freedom of marketing, discounts)
2Contact plan
To establish a contact plan in relation to the new sales plan and modify the sales method
3Indicators
To track commercial activity and conformity with procedures using key indicators

Results