B2B / Industrial Finding what was actually blocking sales
A multinational industrial company had been watching its sales numbers decline for months following a major organisational restructuring. The initial diagnosis pointed to a lack of commercial mindset.
Ivalo and partner Huritao were brought in to build an inspiring transformation story and a transformation roadmap toward stronger commercial performance.
Listening before concluding
The project began with an extensive discovery phase: interviews conducted across all geographic regions and multiple levels of the organisation. That process surfaced a different root cause than expected.
The restructuring had quietly accumulated a large number of practical sales barriers. Each one seemed manageable in isolation, but together they had built up into something that genuinely weighed on commercial performance.
This finding changed the scope of the work.
Redefining the task
Rather than crafting a motivational narrative on top of an unaddressed problem, the team pivoted to mapping and prioritising the actual sales blockers, region by region and business unit by business unit. Fieldwork was carried out without client representatives present, to ensure people felt free to speak openly.
The output was a concrete, prioritised action list and roadmap targeting the most critical challenges, paired with recommendations for a change management path forward and the building blocks for a transformation story.
The client response
The consultants’ professionalism and genuine curiosity were highlighted across open responses. As one participant put it, the team’s authentic interest in finding the truth came through quickly.
84%
of respondents rated the project concept as good or excellent.
86%
rated the communication throughout the engagement as good or excellent.
