Distilled SCH is the combined business of Irish owned Distilled Media Group and Adevinta Media Group from Oslo which operates popular online marketplaces Daft.ie, DoneDeal and Adverts.ie.
After an evaluation of the sales processes in Distilled Schibsted, it was evident that the sales team did not have the right resources to effectively operate in a very competitive market and the systems were not in place to set up the team for success. Different sales people were compensated in different ways with little ownership or clarity around role responsibility. And, while the product team was working hard to launch product developments they had no way of knowing if the sales team could monetise them. The leaders were remote and the competition was winning. There was no accountability if targets weren’t met, neither was success celebrated to instil pride and excitement.
The Selling Labs reviewed the go-to-market strategy for each product area and proposed a new team structure for product lines. This addressed the need to build a more insight-based, consultative sales approach by creating a ‘virtual team’ across sister companies providing a stronger voice at the client and exploiting the strong parent company agency relationships.
Having evaluated the sales processes and methodology The Selling Labs implemented an effective and efficient media sales operation, putting forecast processes in place (Pipedrive) and helping to instil a team culture.
As it was quickly apparent that the team did not have the skill and size to deliver the plan, team performance was further reviewed and individual developmental plans put in place alongside a hiring strategy for new key account managers to add new blood to the team.
The experience, drive and working approach of The Selling Labs ensured progress was quick and effective. The team hit its year on year growth objective.