Trinity Finance’s Sales Organization and Sales Approach (A): ‘RACE’
Date: May 16th 2016
Time: 2:00 PM
Location: CEO Chamber, Trinity Finance Ltd.
It was not a day that Samir Nair (Samir), CEO, Trinity Finance Ltd. (Trinity), would like to remember. Never did he imagine that the company he thought was on an autopilot mode required an external agency to suggest what it had to do to sustain. With benefit of doubt to an objective assessment and fresh perspectives, Trinity hired Photon Consulting (Photon) to suggest ways and means to reorient the sales organization and sales approach. Here he was, brooding over the suggestions and the way forward for Trinity. With several thoughts crisscrossing his mind, especially his dream to make Trinity a global financial services powerhouse, Samir.................
Trinity Finance Ltd.: Meteoric Rise and Mellowed Growth
Trinity was one of the leading players in the Indian financial services market. It was a Non-Banking Financial Company (NBFC) operating predominantly in rural and semi-urban markets. It started its operations in early 1990s in the immediate aftermath of the opening up of the Indian economy to private and foreign players............
Challenges Galore
The per capita income in India started rising after the economic reforms were initiated in the early 1990s. Being one of the first NBFCs in India to focus on the rural areas, Trinity had an early mover advantage and did not face any competition in the market. However, with the rising incomes in rural and suburban areas, India attracted many new players into the market...........
Internal Interventions to Reinvent
Trinity’s Leadership Team (LT) – CEO (Samir Nair), CMO (Suman Wadhwa), CSO (Sunil Kapoor), CTO (Shyam Sundar), CPO (Swapnil Mukherjee), CFO (Shankar Mahadevan) and COO (Srinivas Raghavan) – was unanimous that to reorient Trinity to be an effective marketoriented company (especially the sales team) with an inside-out approach, it needed a comprehensive and effectual intervention.........
The Consultant’s Advice and Trinity’s RACE Initiative
On April 10th 2016, a team headed by Gautam Narang (Gautam) from Photon Consulting visited the company and took stock of the situation. The team also had meetings with both the top- and middle-management at Trinity. In order to understand the problems within the organization, Gautam interacted with all the LT members.............
Management Response
Presentation made by Gautam along with suggestions was a rude awakening for the LT of Trinity. The LT realized that drastic action was required in order to stop the declining fortunes of the organization. They decided to focus on the six areas for improvement as suggested by the consultant............
Assignment Questions
I. Why does the performance of good companies deteriorate rapidly? List the reasons for Trinity’s sliding market share. Explicate.
II. ................
Exhibits
Exhibit I: Designation at Various Levels of Trinity
Exhibit II: Trinity Finance Limited’s Sales Force Hierarchy
Exhibit III: Framework for Leadership Inventory Check
Exhibit IV: Results of the Leadership Inventory Check