Global Services Firm

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