Transforming the sales culture and activity from reactive, price and technical focus to an added value approach that leverages “product as a service” and strategic issues such as ESG.
Moving key account management centre stage and restructuring from a hierarchical sales structure to an account-based structure. Taking KAM from a defensive “hold” pattern to active growth of share of wallet.
Building energised “new logo” teams to win new business in a more disciplined way.
Installing an electronic “Blue Book” to gather, curate and distribute best sales practices.
Equip traditional “command and control” sales managers to coach.
Keep the focus on the contribution that sales makes to the business – margin, risk, recurring revenue, cashflow, balance-sheet. Work closely with finance.