Request
Project lead: design and implement a commercial excellence program for worldwide Cargo teams
Enable worldwide sales teams to become more effective and efficient, more opportunity and customer driven
Approach
A similar approach has been followed, and together with the external sales consultant we worked with at Cargo (SalesGenetics) we introduced new concepts and tools like Buying Centre, Customer SWOT, Customer Engagement Roadmap, (Leadership) SalesDNA (capabilities linked to ‘what is expected’/what excellence looks like at 3 levels). We put additional focus on putting (top) management in the lead, led them lead by example, had them lead the kick-off workshops of the program. We put strong focus on implementation, to make improvements stick, adjusting the workflow in Salesforce to the sales process. Per Sales Area we put ‘Implementation coaches’ in place to monitor progress made by sales teams and leaders, support the teams, check what needed improvement which was used again as input for future learning programs
Results
Motivated staff, satisfied customers and more Sales!
Frank de Koster, former Director Sales Development
In the period 2018-2019 Leon helped Airfrance KLM Martinair Cargo setting up the Global Sales Excellence program. Through continuously improving the performance of our people, processes and tools we have created a learning environment in which our Sales teams and leadership can grow and learn to get the most out of their contacts with our customers. Leon has been instrumental in the set-up of the Sales Excellence program itself, defining the tools, concepts, workshops and solutions to make it stick. Leon brought along his great experience from the Passage division in following it through the organization and challenged us during the design and implementation of this program.