Customer Issues
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Managers don’t lead the program effectively or integrate the concepts into daily business
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Salespeople don’t see what’s in it for them, resulting in poor mobilisation
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Lack of agreed cadence at the outset of the program
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Focus is on control rather than making as many as possible as successful as possible
Solution Overview
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Sales managers and other department heads learn how to mobilise their teams
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Participants learn how to apply the concepts in the best way, for example in Opportunity and Win/Loss Reviews
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Program risks are identified, for example internal barriers to change, as well as a strategy to overcome them
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The cadence and accreditation criteria are defined to ensure a sustained impact
