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Make Improvements to Sales Processes & Materials

Last Updated: 04/28/2026

Case Organization

Oh Lait oh Lait

https://ohlaitohlait.com

4 South Orange Avenue

Case Contributors

Soroya Pognon

Founder/ CEO @ Oh Lait Oh Lait for 7 year(s)

Case Disciplines

Growth Strategy Marketing Sales & Business Development Sales & Business Development

Skills & Expertise

Communications

Featured Videos

Background & Objective

The challenge or opportunity you are trying to address for the organization.

Design effective sales processes and tools for the sales representatives to provide customers with consistent positive experiences and turn more potential clients into customers. The company’s primary goal is to secure 50 new accounts (retail, online, and food service) by the end of 2023. You’re asked to help the team reach its yearly target.OLOL attends marketing events through Range Me and ECRM. Participants will be required to create sales packets (presentation, FAQs, sales sheet) and attend presentations to assist in answering questions about the product.
Learning Objectives

This is what students will learn as they complete the case.

This case challenges students to design and optimize sales processes, tools, and materials to improve conversion rates and support business growth in a competitive food and retail environment. 
Students completing this case will be able to: 
  • Understand the company’s business model, value proposition, and current sales channels across retail, e-commerce, and food service. 
  • Analyze existing sales processes, tools, and performance data to identify gaps, inefficiencies, and conversion barriers. 
  • Map the end-to-end customer journey to better align sales efforts with customer needs and decision-making stages. 
  • Evaluate e-commerce platforms and digital touchpoints to recommend strategies for increasing traffic and conversions. 
  • Apply best practices in sales process design, including pipeline stages, roles, and CRM integration. 
  • Develop sales enablement materials (sales sheets, presentations, FAQs, outreach content) to support consistent messaging and engagement. 
  • Design a scalable, repeatable sales process tailored to multiple channels (wholesale, retail, online platforms). 
  • Define key performance indicators (KPIs) to measure sales effectiveness, conversion rates, and account acquisition. 
  • Recommend strategies to improve collaboration between sales, marketing, and social media teams. 
  • Communicate sales strategies and process improvements through clear visual frameworks, journey maps, and actionable playbooks.
Key Action Items

These are activities and action items you might want to complete in order to achieve the expected outcomes.

Milestones
Milestone #1
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Deliverable
Suggested Outcome(s)
Milestone #2
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Milestone #3
Guiding Questions
Deliverable
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Milestone #4
Guiding Questions
Deliverable
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