John Replogle (Sales Director, Guinness UK)
"The work that Meridian did for Guinness helped us take what was a burning platform, and redesign our sales force and give some structure and clarity to the process throughout. Meridian was very effective at helping us understand the issues, without spending a lot of time in the diagnostic phase and as a result we were able to move very quickly to where the big breakdowns were and implement the sales force re-design over a three month period. We worked hand in hand with the Meridian team throughout the process to arrive at collaborative solutions that were practical, applicable and implementable.
What Guinness UK has done, with Meridian's help, is create a focused professional sales team. They understand how they add value to the business, therefore they are more motivated and they are certainly more impactful in the call.
As for the results, they speak for themselves. We are performing better than we have before as a sales organisation within Guinness. We've got a stronger team with greater clarity and focus and we have achieved higher efficiency through new ways of working. Meridian has indeed given us a very clear framework and platform to drive sales growth into the new millennium.
Would I recommend Meridian? The answer is that clearly I would. I've already engaged Meridian for subsequent work to our first project, and I have recommended Meridian to our internal partners here, to Guinness in the US, Germany and Africa. One should then expect to see a lot of Meridian's work popping up around the globe.
I would say to anyone that for a piece of work that needs to be done with some speed, with intellect and insight, that is looking for input and analysis to give guidance and structure to it, Meridian can make an immense contribution to the game in order to help companies really rethink their formula for selling."
Stephen Nelson (MD, Guinness UK)
"Meridian offered us not only a detailed approach to sales effectiveness, but also the capacity and expertise to help with strategy ongoing. Many consultancies will claim this, but I think that Meridian has been outstanding in terms of working with us and developing a very clear set of principles on which we can build, in a remarkably short space of time.
I would describe Meridian's approach as being analytical and systematic without being over conceptual. What they have done for us is to put together a very carefully constructed blueprint for how we really raise the effectiveness in outlet for distributing beer.
Overall I have been very pleased with the way Meridian has handled the whole project, and I would be happy to recommend them to other clients both outside our business and within Guinness."