Transforming Sales in the Courier Industry

When a leading courier company in Malaysia shifted from a headquarter-owned model to a franchise-based structure, it wasn’t just an operational change — it was a cultural transformation.

With teams spread across the country, each region had its own challenges, customer behaviours, and market realities. Our goal was to design a sales transformation programme that improved performance while creating alignment across all levels.

We developed region-specific modules that integrated HQ values with local sales strategies, ensuring relevance to each state’s target market. To strengthen leadership alignment, we trained sales leaders nationwide, helping them translate strategy into daily practice.

The results were powerful — franchise owners and sales teams gained clarity, confidence, and cohesion. Feedback showed significant improvements in daily sales operations, team morale, and overall connection to the brand’s purpose.

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