Driving Execution of a New Go-to-Market Strategy
The Situation:
A leading global technology firm developed a new go-to-market strategy focused on driving profitable growth by changing the mix of solutions sold to the customers. This new strategy required a new sales coverage strategy implementation and shift in the role of the sales leaders to a “general manager” role to drive this profitable growth. How to grow market share, change the sales coverage model and increase sales of higher margin solutions to achieve profitable growth?