The Situation:
A leading global industrial firm had designed a very comprehensive set of global account management processes and tools, but was not seeing the expected growth and increased share of wallet within their global accounts. They decided to do an assessment of the account managers to determine where the gaps were in skills and knowledge. After completing the assessment, the client requested that the SOAR Performance Group team build a comprehensive curriculum to develop global account manager’s skills.

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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?

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