Building a salesforce fit to travel the ‘Last Mile’

For the last two years, Shell Foundation has been working with elite sales specialists, Scott Roy and Roy Whitten, to understand how social enterprises who serve rural consumers can adopt cutting-edge sales techniques and salesforce management practices – in order to increase traction with low-income customers.

The Whitten & Roy Partnership has now provided low cost support to several of Shell Foundation’s portfolio partners in the energy access sector. Here they report their key findings (PDF 188KB) from working with our partners, as well as start-up and growing enterprises in 20 countries, across multiple high-impact sectors, over the past decade.