Global account management for a large world-wide distributor

Needs

Results

• Created and implemented business plan that focused on revenue that could be derived globally, emphasizing key markets and geography’s for growth and opportunity with programs to support the need.
• Created sales initiatives for global support of large customers and utilized a “war room” sales team to successfully capture new enterprise business, implement WW contracts and logistics for customers. Business increase 50% year to year over a two year period. Received Vendor of the year award from large manufacturer.
• Created and implemented “go to market strategies” for new verticals. SMB grew 35% with new programs and marketing support. Moved logistics to new facility improving custom delivery by 5 work days.

Business jet company

Needs

• Increase sales
• Sales people had no commission plan
• Sales had poor job descriptions and no performance plans
• No sales training or process for the internal and external teams
• Coaching management on integration of training

Objectives

• Implement a tiered commission plan for successfully increasing sales and keeping people satisfied
• Clearly articulate plans and performance measurements for success
• Suggest and implement training for success with out spending over the budget requirements
• Coach management team on sales process and tools for success

Results

• Developed a commission plan to integrate as process improvements in the company would supported the increase in sales
• Found process shortcomings and helped develop a roadmap for the process change to support a commission structure
• Implemented new plans with measurements
• Recommended and implemented sales training
• Coached managers with an on going contract
• Ongoing projects with client

Global networking company

 Needs

• Channels are a key success factor to their business.
• As growth and maturity in their channel management continues, they want to ensure that they have the right competencies outlined and the right corresponding training offerings to ensure (most important) an effective, efficient and continuous skills development process over the next 3 years.
• Channels are a key success factor to their business.
• As growth and maturity in their channel management continues, they want to ensure that they have the right competencies outlined and the right corresponding training offerings to ensure (most important) an effective, efficient and continuous skills development process over the next 3 years.
• The goal:
• To be able to recruit the right channel managers that match the competencies required for each channel management level.
• To have the profiles clearly defined which will provide them with the ability to measure and promote their channel managers based on their displayed skills, experience, knowledge and success in the field versus other factors (i.e. years of service, etc.).
• Create a partner enablement organization versus a partner support organization -- that will ultimately result in more revenue through the channel.

Objectives

• Compare the roles and responsibilities for channel managers against the defined core competencies to validate what the success factors are and what needs for training will be in the future.
• Identify today’s gaps and future gaps in the current competencies against the newly defined core competencies - by role.
• Review, evaluate and analyze worldwide channel training available today against the competencies, the gaps and make recommendations.
• Provide a roadmap of recommended training, programs, projects, and/or mentorship’s by channel roles, based on the competencies, that will meet channel development areas and training plans.

Results

Created a Global Skills Development Roadmap for Channel Managers. This included:

• The recommended steps and process to integrate the new training Roadmap
• The list of activities to ensure the training is reinforced and applicable to the day-to-day activities of the channel managers
•  Provided a Learning Provider (LP) Catalog that included:
• An overall analysis of where their current training ranks versus where they need to be to meet the requirements in the Roadmap – skill level of training
• How to choose the right training/LPs to execute on that training.
• Requirements outlined per course
• Gained buy-in from all global channel training representatives

• Project was extended to the next two stages of needs, including global channel skills development and implementation training for competency improvement.

Partner strategy for worldwide coverage

Need

• Develop a world-wide strategy for partners to support sales and delivery to global clients

Objectives

• Determine strategy for global coverage; partners needed to support sales and delivery; and the implementation of sales training in foreign languages in a cost effective manor to meet customer satisfaction levels as defined by the customer.

Results

• Expanded current partner offerings to included 3 levels of partners to support the need for expansion and growth for a global commitment. Maintained a high level of customer support and allowing for key expansion of global customers with new offerings.