As part of a sales transformation focusing on pricing and growth, a chemicals company used analytical tools that gave the field sales force transparency on the overall business, which encouraged and enabled them to create their own strategies and implementation plans. They could create their… Read More »For Example
Best-in-class sales organisations place an enormous emphasis on building frontline capabilities during a transformation; this applies to their own sales force and channel partners. They recognize that otherwise there is no hope of any new tool or new approach delivering results. Successful sales transformation programs… Read More »What About Sales Transformation?
Advances in the right machine learning and analytics mean that sales leaders can now drive and scale meaningful changes that pay off today and tomorrow, with companies who get this right typically seeing 5 to 10 percent revenue growth with the same or improved margins,… Read More »Why machine learning?
As sales organisations shift to digital models with smarter processes, data and analytics across “boundaryless” structures, they need new capabilities. At the same time, new verticals and segments may become more important. Investing time up front in anticipating key post pandemic capabilities can help sales… Read More »What will the seller profile of the future look like?