Case study · Sales transformation
Rebuilding Proks’s sales for 62 markets
- Client
- Proks
- Industry
- Consumer electronics · B2B distribution
- HQ
- Riga, Latvia
- Timeline
- Two phases
What's inside
Four calls that shaped the Proks engagement
The engagement started with a CRM brief. It turned into a structural redesign. These are the four calls that mattered.
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1
Diagnose Before Building
No software was scoped on day one. We spent the first week mapping current performance, product efficiency, and the digital landscape so any tooling decision would answer a real bottleneck.
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2
Self-Service First
The diagnostic surfaced a real need for self-service customer tools. We backed Proks in building a proprietary portal that fit how their distributors actually buy.
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3
The Org Chart Is the Strategy
We drew an organisational chart that named every handover and mapped digital work to clear ownership. Roles came before software, so accountability was already in place when the builds started.
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4
Hunters, Closers, Farmers
Sales was split into three teams: hunters who acquire, closers who convert, farmers who retain. Each role runs a focused playbook. Handovers between them are explicit.
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