FleetCor is the largest global fleet card processor with over 650,000 business locations and over 3.5 million fuel card holders. This privately owned company with sales revenue of ~$160 million employs 700 associates in 20 offices in the U.S., Canada, and Europe.
Challenges
- Sales results were inconsistent and sales management needed help diagnosing and quickly addressing the issues
- Experiencing declining sales volume and double digit customer churn
- Experiencing very high sales force employee turnover
- Ancillary revenue sources had been helping support topline growth
Approach
- Formulated and refined sales strategy to drive increased sales activity levels and effectiveness
- Developed and distributed sales productivity enhancement tools and training
- Developed “quick hit” opportunity plan and roadmap to implement overall recommendations
- Identified and analyzed key areas of opportunity to drive customer acquisition and reduce churn
Results
- Targeted for sales increase of over 10%
- Projected increase of 45% in sales force retention
- Created collateral for entire sales force and changed the methods used to interact with prospects
- Improved the sales force ability to identify higher percentage prospects