SITUATION​

Our client planned to partner with a leading payment company to expand and promote their Fleet Card at their fuel stations with the goal to double their fleet business by 2030. This initiative aimed to provide a comprehensive, customer-focused digital platform for fleet managers, simplifying the entire fleet management process and promoting sustainable, low-carbon energy solutions. This solution would diversify beyond fleet energy and provide end-to-end fleet customer needs. To grow their fleet customer-base our client opted for a dual sales team approach—both internally managed and outsourced—to test the effectiveness of each method. Everforth Apex was enlisted to build the internal sales team to acquire new fleet customers, develop customer relationships, manage accounts, and increase fleet product sales. An effective internal sales team would decrease dependence on external sales resources and optimize cost efficiency. ​

Everforth Apex collaborated with our client's partner payment firm to review their Fleet Card services. From these insights, the Everforth Apex engagement team developed a tailored training program for a proficient sales force and established guidelines for compensation and commission structures. Everforth Apex addressed challenges like limited system access from the payment firm by implementing robust reporting frameworks to monitor success and adjust tactics based on evolving market and customer dynamics. Understanding the client's vision for evolving this sales team into long-term positions to boost the growth of fleet business, Everforth Apex crafted a robust sales strategy complemented by a commission model. Additionally, the Everforth Apex team developed a thorough onboarding process and continuous professional development programs to ensure sustainable growth and success. ​

RESULT​

After an intensive three-month training regimen by Everforth Apex, the sales team was deployed and achieved significant account gains over two years, consistently hitting sales targets. This transition from relying on external vendors to using an in-house team yielded substantial cost savings, enhanced managerial control, and opened pathways for performance-based incentives and potential permanent employment opportunities. Continuous collaboration with the payment vendor by Everforth Apex enabled ongoing data collection, crucial for tracking performance and fueling program growth. The Fleet program today is exclusively responsible for distribution and maintenance of our client's fleet cards, and private label credit cards to fleet companies.