Selling is a very old Art and fundamental rules have not changed, but the society has, and modern sales people and teams face more challenges than before. We help arm sales teams with operational knowledge and collaborative behaviours that make them more successful.

See below examples of achievements in the field of sales and Global Sales. Please note that the Global Account Programme example is also featured in the introduction page of the Areas of Expertise section.

Holistic approach to develop the Global Account business.  In order to help a service company better leverage global clients, we further developped their Client Segmentation and Global Account Management practice. New activities and tools covered the acquisition and development of clients, team training on client relationship and on virtual team collaboration, client intelligence and consulting, knowledge sharing, pricing and profitability tools. This program had a huge impact. Revenue grew 15% year on year, profitability improved by 5 points, and client satisfaction jumped from 75% to 92%. The most powerful, beneficial and long lasting change factor was a better acceptance of cultural differences and a spectacular development of team dynamic and collaboration. 

Rebuilding trust and expanding a worldwide partner network. The service partners of a global technical enterprise software company were very dissatisfied about the partner program. Working with the CFO and the Head of Sales and Marketing, we fully redesigned the program, bringing more value to the network members. Satisfaction and revenue rose. Even more than the improved content, the partners praised the change in attitude and the true collaboration.

Pragmatic Sales Force Automation (SFA). We facilitated the creation of a SFA tool by the sales team themselves. The tool was developed rapidly at a very low cost and was immediately adopted by the sales rep as they had created it! In parallel, sales reps attended workshops on sales best practice and pipe management.