- Account Planning
Well implemented account planning model combines customer data, capacity and territory targets in a practical activity plan. CRM tracking, manager coaching and follow-up checkpoints reinforce adoption: tool adoption reached 80%, while time with target customers rose from 45% to 75%.
- Commercial Transformation
A global commercial acceleration programme shifted the customer offer from a transactional sale towards a partnership model. Delivering that shift required teams to understand a new value proposition and customer segmentation while adopting new CRM functionality and processes for targeting, programme enrolment and execution; errors in the new workflow could disrupt customers or create compliance risks.
- Complex Selling Capability
Established ways of working can make it difficult for Sales, Marketing and product specialists to see where coordination breaks down across a customer opportunity.
A collaborative tool records visits, decisions and progress; the validated workflow is then developed with the CRM team for use beyond the initial team.
- Funnel Health Management
The Funnel Health initiative aligned sales methodology, expected capabilities and CRM behaviour so users could trust the information they consulted and understood why accurate, timely updates mattered. Large-scale opportunity analysis established quantitative and qualitative health criteria, exposed obsolete or compliance-driven records and converted the findings into a practical funnel-management playbook.
- My Sales Expertise
Commercial and functional teams need reliable access to product, solution, methodology and launch knowledge to execute in complex markets.
The Learning Community and Training HUB bring that knowledge together in role-based journeys, with content ownership, application workshops and follow-up checkpoints.
- Peer to Peer Program
Originating from a Sales Leader’s concept, the Peer-to-Peer Program created a structured customer-to-customer mentoring model in which selected mentors shared experience, coached less experienced providers and supported implementation in line with defined product-activation protocols.
I led the end-to-end implementation: business case, KPIs, contracting, enrolment infrastructure, sales-force enablement, cross-functional operating model, mentor community and ROI monitoring.
- Targeting Flags System
Embedded in account-planning, territory-management and CRM views, the flags help Sales Team prioritise customers, choose which opportunities to pursue and track planned activity against execution.
- Transparency Program
The Transparency Program combined territory mapping, provider validation and a structured commercial pathway to bring these customers into a transparent, compliant and directly manageable relationship. Piloted locally, the model was repeated quarter by quarter, expanded across EMEA and was later incorporated into the global commercial offer for customers seeking to restore performance or return to active business.
