Conversations with Business Leaders: Anil Mathur, COO, Godrej Interio
Mr. Anil Mathur, COO at Godrej Interio talks about how the company solved the perennial conflict for sales bandwidth between converting current enquiries and developing new leads by releasing significant capacity for business development from the existing team. In B2B companies, on the one hand sales teams must meet new customers to develop new business, and on the other they must focus on support activities and current leads to ensure monthly order booking and sales targets. Most of their capacity tends to be taken up by the second. However, if this conflict is not addressed, a company cannot expand customer base and increase market share beyond a threshold without increasing the sales team! You can watch the video version and read more about this transformation at: https://www.vectorconsulting.in/our-work/godrej-interio-institutional-business/?type=solution
Transcript Coming Soon
What is a constraint? The Theory of Constraints Definition
What really is a ‘constraint’ as referred to in Theory of Constraints? The dictionary defines a constraint as a limitation, a restriction, or an obstacle
Month end skew
In the first episode, we present to you the ubiquitous month-end skew in sales. In distribution companies the usual sales pattern is 10:20:30:40 over the four weeks of a month. This sales pattern is popularly described as the “Hockey Stick” sales syndrome and is accepted as a normal industry phenomenon
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Mr. Hemal Bhuptani