Situation
- The client had worked with our team to develop a multi-year growth strategy. This now needed to be translated into a tactical plan for the sales team in the US and Europe to execute
Engagement
- Worked with sales leadership to define current sales processes, targets, and metrics
- Identified gaps in sales execution against the new strategy across processes, territory planning, incentive plans, and metrics
Results:
- Defined a new sales framework to align sales process with how buyers purchase services
- Proposed revisions in incentive plans
- Developed a sales dashboard focused on metrics that align with sales success
