J.G.Martin & Partners

Micro Focus

SALES TRANSFORMATION project worldwide

Micro Focus

Challenge: SALES TRANSFORMATION project worldwide

Long-term partnership with MICRO FOCUS to implement a global sales transformation project involving the entire sales and management team worldwide. Starting with the Sales DNA analysis for the entire sales force, engaging the management team afterwards to enable and implement change, and following with the global roll out of our Winning Complex Sales™ methodology in EMEA, ASIA, USA and Australia. We customized the program contents for the specific needs and expectations of Micro Focus, and worked with our partner White Springs, to integrate the Opportunity Roadmap in their CRM system and facilitate adoption globally.

Following, we supported Micro Focus with Deal Pit-Stop sessions to coach sales managers and their teams in the proper application of the Winning Complex Sales™ methodology. After completing the roll out of the project globally, the customer went through a Train The Trainer process, and is implementing now the methodology on their own with the new hires, through a license agreement.

This is what Jorge Dinares, President EMEA & International, had to say about the learning experience: «Five months after starting the implementation, we are already getting positive results from the investment. We have significantly improved our revenue coming from big deals. Winning Complex Sales is contributing to maximize our win rate and reduce our loss ratio»

Promoters of the project
Alison Baker (Head of Learning & Development)
Jorge Dinares (President EMEA & International)
Mark Andrews (President Global Sales)

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