Transformation of a global sales organisation
How do we transform a global or international sales organisation? What and how can we change to accelerate sales in a mature market without adding new resources and products? And how can we design the change to create a significant and lasting impact?
Join us for an engaging morning where we will explore these questions and get inspired by Grundfos at the next Commercial Excellence Forum event in Copenhagen.
Almost all organisations that we meet have ambitious revenue growth targets. They also spend considerable amounts of resources in order to find ways to achieve them. We often experience that the commercial initiatives are linked to new tools, methods and processes. Frequently, this results in a number of initiatives focused on the frontline, i.e. the sales reps and account managers who are responsible for the day-to-day sales.
These initiatives may provide some increase in revenue, but it is often short-lasting. After a few months, the good intentions of the initiatives wear off, and the revenue growth is back to square one. Soon, new initiatives are introduced, and the cycle starts all over. Does this sound familiar?
Let us start by looking at an interesting number. The average success rate for a change project is estimated to be only 33%. While several factors are influencing the success rate, we have identified a pattern of common pitfalls associated with commercial change projects:
On Thursday 4 April, we will focus on how we can avoid these common pitfalls associated with commercial projects, and how we can design future projects to create a significant and lasting impact.
We will start the event by sharing our perspective and provide some insights on the topic. Next, Commercial Excellence Senior Director in Grundfos Rasmus Christian Andersen will share the inspiring story of how they have transformed their global sales organisation of +3,000 employees, resulting in more customer face time, significantly increased pipeline and revenue growth. Further, we seek to present and reflect upon what other organisations can learn from Grundfos’ great journey.
Finally, we will have three “deep-dive” sessions where we will engage in discussions around central themes that each will provide you with specific methods and tools:
Welcome, light breakfast, coffee and tea
Introduction and inspiration
Partner Jakob Støvring will give a short introduction to some of the common pitfalls when implementing a common standard in a sales organisation, and how these can be avoided or handled.
Short break and networking
Grundfos case with Rasmus Christian Andersen
The sessions are within key themes of an international sales transformation:
The programme ends at 12:00.
Implement Consulting GroupStrandvejen 56, canteen on 2nd floor2900 HellerupDenmark
The event is free of charge.
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