Issues

For a number of years they have had a consecutive decrease in sales of advertising in the discovery and economy pole. The problem was that the staff focus was more on a qualitative culture rather than business mindset, furthermore there was no clear understanding of the roles and responsibilities of each, and this was impacting sales.

Objectives

After initial discussions with Lausanne Consulting, a 2 week Initial Opportunity Review (IOR) was undertaken to determine causes underlying the poor sales of advertising performance and agree a course of action. The IOR identified the following issues: Lack of first line active management, the sales force had no system to achieve sales targets and there were difficult interfaces between the different poles. The key determinant in Prisma Presse decision to engage Lausanne to assist in resolution of the problems identified was the unique ability of Lausanne Delta Approach® to impact on management behaviours and attitudes rather than merely the technical processes.
The agreed project objectives were: to install a proactive sales behaviour within the sales team, to implement a sales KPIs for a sales management system, to clarify and implement roles and to deliver annualised benefits greater than 1.14M€.

Benefits

Over the 24 week programme Lausanne Consulting reorganised €1.14m benefits and a 5% increase in advertising sales. Fresh from this success Lausanne extended the project