Guiding B2B sales growth and transformation

Acquisition and integration 

After a significant acquisition, Emmet was engaged by one of Australia’s leading B2B providers to integrate a large and disparate sales organisation. As part of this program, we were required to quantify the impact of the sales transformation and pathways to improvement.

Aligning the commercial organisation 

Aligning with the broader commercial organisation, we created an accurate view of revenue forecasting for this $4.5bn organisation. Identifying gaps and requirements in sales forecasting, portfolio management and sales commission modelling, we set out to build financial models to help manage short-term planning.

Translating data from multiple disparate sources, we created a clear view of sales performance, baselines, opportunities, and risks to deliver commercial and commission models required to manage day-to-day operations.

Revenue growth 

Cascading commercial ambition across sales team regions, portfolios, channels, and products, we delivered two aligned models: one to manage forecasting with revenue delivery and a second to align revenue delivery with sales commissions. Aligning regions, teams, and individuals, our financial models enabled our client to balance long-range planning with the ability to address tactical sales incentives. This program delivered multi-million dollar sales improvements and the foundation for long-term growth.