Sales Performance Improvement - for World Leader in Digital SCM and Omnichannel Fulfilment

Hired as Country India - GTM Leader by Regional Asia Pacific Leadership Team.

Key pain points to address -
1. Issue of non-performance in sales (not meeting targets) resulting in negative growth.
2. Significant loss of client trust and confidence.

Post fact-finding via understanding past performances, current funnel and discussions within the organisation & with customers alike, it was found that:
1. The sales team was competent but needed to focus on quality pursuits, going back to basics, implementing sales best practices, and unabashedly asking for business.
2. Below-par account and opportunity qualification resulted in local & regional sales teams chasing too many, spreading themselves and thinning regional management teams. While there is much work all around, there needs to be more time to strategise on what must be done to close deals & meet the numbers.

As GTM Leader, coached and mentored the sales team to adopt GTM best practices, leading the team hands-on and meeting the sales targets for two consecutive years.

Working with Global Delivery and Global Support, improved customer trust and satisfaction, contributing to new service revenues and ease of maintenance renewals.