Sales Culture & Capability Transformation

Sales Culture & Capability Transformation

Client: Commercial Director for a Large Australian Metro Media Client

Background

New commercial director, Media business under significant market pressure with traditional revenues declining faster than digital revenues were increasing. Sales teams under pressure to close the gap.

 

 

 

 

 

 

 

The Project

Julie was the OD Lead for the Sales Transformation where the focus was around sales and leadership culture, sales capability, digital capability and insights.

Project Activities
  • Used the Denison Culture survey to uncover the predominant culture of the Metro leadership and greater team (including 360 surveys for all leaders).
  • Created a 2-day leadership conference to work through the key data and create actions for resolving challenges to desired culture and behaviour.
  • Developed a Sales and Sales Leaders Capability Framework.
  • Developed 180 surveys (using Qualtrics) for direct leaders to better understand capability gaps and development priorities.
  • Partnered with Dean Mannix to create regular sales learning opportunities through sales meetings.
  • Designed and implemented a sales academy aligned to culture and sales capability bringing together best practice providers.
Outcomes
  • Stronger capability and confidence to sell digital products using data to underpin the value propositions to existing and new customers.
  • Increased sales leadership and coaching capability.
  • Over achieved revenue targets for that year.
Are you ready to make a change?

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Lemon Co was created to help you make your change, the way you want, in a really people-centered way.

My mission in life is not merely to survive, but to thrive; and to do so with some passion, some compassion, some humor, and some style

Maya Angelou

We’d love to hear your story and understand how we can help you. Reach out to Julie, our Head Change Maker at:
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