IMPACT CONSULTANTS case study - Digitrips

Digitrips : Sales Factory: transforming the commercial organisation

SALES FACTORY · TRAVEL TECH · COMMERCIAL

Context

Digitrips - a French TravelTech group, multi-product, multi-brand and multi-market, with strong international ambitions. Digitrips is targeting a bold objective: doubling its revenue. Two key challenges to get there: accelerating internationalisation and transforming the commercial organisation to raise its performance. IMPACT CONSULTANTS supports Digitrips on both. This case study covers the commercial-organisation programme named “Sales Factory”.

Our response

• Impact Consultants structured and steered the commercial transformation through:
• An in-depth diagnostic phase (interviews, CRM audit, testing of practices)
• Co-construction workshops with the teams on 4 key building blocks: pitch, routines, KPIs, Customer Success
• The definition of a Sales Factory framework: method, tools, rituals, role segmentation
• A detailed action plan (prioritisation, roadmap)

Results

• Commercial routines approved and rolled out, with a genuinely effective cadence (weekly / monthly / quarterly)
• Organisation being redesigned: clarified roles, structuring into teams
• Optimised tools: clarified CRM, training plans, custom dashboards
• A Sales Operations assignment launched, steering the CRM workstreams, data reliability and field support to the teams