Selecta faced a significant challenge: they weren’t growing, and in many countries, they were not even profitable. Their owner, KKR, wanted a drastic change in direction. The first step was appointing a new CEO, Joe Plumeri, who quickly identified a major issue: Selecta lacked a systematic sales approach. Their sales teams were offering solutions without fully understanding the real needs of their clients.
Joe turned to Hovingh & Partners for support in driving this transformation. The project began with consultancy alongside the senior management team, which evolved into coaching and training in change management. The goal was to define a global best practice and make Selecta a world-class organization in sales.
This program helped us create a culture in the company of what this company is about
Joe PlumeriExecutive chairman
A key part of the journey was supporting the sales leadership in managing their teams' daily sales activities. We helped the salespeople plan and prepare their meetings, build rapport, identify critical business issues, and connect those issues to Selecta’s solutions. Selecta wanted all of this done systematically, using a single methodology across the entire organization.
Eventually, Hovingh & Partners trained a group of commercial leaders to become internal trainers. These leaders rolled out the sales methodology and training across all the countries where Selecta operates, using customized materials in different languages tailored to local culture and business needs.
It has been an intensive and inspiring project for everyone involved.
The Challenge
Market leader but with relatively small share and revenue growth very limited. CEO Joe Plumeri sought exponential growth.
The Solution
Train-the-trainer programme for the 16 commercial directors and sales leaders across europe. sales & sales service community of 860 people.
The Result
19% revenue growth, EBITDA targets exceeded & very high enthusiasm in sales teams after programme start. The bond value for Selecta's KKR has tripled since the start of the programme.
About Selecta
As one of Europe’s leading innovative food and drink solutions provider in the workplace and on the go, we bring millions of moments of joy to people every day. Our world-class brands, partnership and service will make you smile all day long.