Objectives and Initiatives
- Train and upskill the team & develop + introduce quarterly cadence for planning refresh
- Develop territory, channel and account and inside sales plans
- Align Commercial Channel team on a standard taxonomy, planning approach and templates
Industry:
Global Technology Solutions Provider
Location:
ASEAN, ANZ
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Solutions
- Simplifying partner engagement, setting up new joint OKRs
- Market Expansion into white space
Results
- 38 reps across ANZ trained and coached in the new planning approach and methodology
- Group target reflected clearly and cascaded through team and individual planning
- Increased visibility and thinking around strategic selling and how quota will be attained - Quota Walk creation along with $137M Pipeline
Lessons Learnt:
- Collaborative planning and working through cycles of iteration yields the best partner and sales insights
- Importance of keeping partner and sales plans up to date and refreshed
