Expect Results...
** Turned around a situation where lack of sales direction and discipline was increasing support costs, increasing customer dissatisfaction, negatively impacting the development team and reducing gross margins. The selling approach of "whatever the customer wants" was resulting in each sale being a highly customized product with very high support costs.
The products were refined to better fit the market's requirements and a plan was put in place to discourage the sales team from selling into the wrong markets with the "whatever the customer wanted" approach. Customer satisfaction improved with a more disciplined sales team.
Are the right products being sold to meet the customer's needs or are sales being made for the sake of sales?
