Hilti Group: Building a Sales Strategy through Data Analytics
The imminent downturn would eventually impact the entire industry and could potentially lead to some competitors exiting certain foreign markets completely. Smith informed her team that as the corona virus crisis had created unprecedented uncertainty, it was critical that Hilti figure out how to protect and increase revenues and not default to just containing or cutting costs.
Indeed, the ability to grow would separate the leaders from the pack when the global economy rebounds, as it eventually will. Smith and her team needed to create a sales plan to succeed in this difficult market environment. How could Hilti leverage its position using the data sources at their disposal? What was the right strategy to support the sales team? What makes a good sales region? Ultimately, the team needed to determine where and how Hilti should deploy its sales resources in 2022.
