Driving Change: Implementing a New Sales Process
The Challenge:
One of the Nordic region’s largest IT companies had recently developed a new, modern sales process but needed expertise to translate it
into practice. The challenge was to get a large sales organization to quickly and effectively adopt the new methods and integrate them
into their daily work.
The Solution:
We conducted an interactive full-day workshop for the sales organization, including company management. The purpose was to
translate the company’s new sales strategy into concrete actions based on how modern customers make purchasing decisions today.
The workshop focused on three main areas:
-
Ensuring consensus:
We created a unified understanding of the new sales process across the entire organization, from field salespeople to the management team. -
Guiding from theory to practice:
We broke down each step in the new process and linked it to specific tools, actions, and behaviours that the salespeople could use immediately. -
Engaging leadership:
By involving leaders in the workshop, we ensured they were fully equipped to support and drive the implementation after the workshop.
The Result: The workshop led to immediate and measurable results:
-
Reduced time to execution:
By closing the gap between strategy and action, the company was able to implement the new sales process significantly faster. -
Concrete next steps:
The salespeople left the workshop with clear, practical action plans they could start using right away. -
Increased engagement:
The entire sales organization gained a shared vision and a stronger understanding of why the change was necessary.
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