Enhanced Opportunity and Account Management in Industrial Products
This client had inconsistencies across their SBUs around opportunity and account management. They wanted to have standard models, templates and a language that cut across their SBUs –with ~80% being standard and 20% being unique to the SBU. They had already standardized around some sales management “disciplines,” as well as CRM in two of the SBUs, and wanted to have standard work in the “third leg of the stool” around opportunity and account management. There was a lot of redundant work being done across SBUs and best practices were not being identified and leveraged across sales teams.
Symmetrics Group Approach
Our approach was to first conduct a comprehensive discovery process, which included interviews, ride-alongs and a document review. We integrated the client’s best practices with those from Symmetrics Group and created draft opportunity and account management models, processes and tools.
We then conducted a validation review with the client and revised and updated the materials accordingly. Lastly, we created some training materials that were integrated with the client’s current sales ‘disciplines’ and trained the mangers to roll out the processes to their respective teams.
The recommendations are in the process of being implemented. We are currently conducting a pre-pilot to their management team.
The Multigenerational Sales Team
More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.