Development of sales framework for global business area

The "Industrial Technique" business area of Atlas Copco is the international market leading manufacturer of industrial tools, software and related services with presence and customers in more than 40 countries

Challenge

After multiple years of stable and profitable growth, ITBA management turned to ProSales for support in further increasing sales efficiency and -effectiveness as well as manage challenges such as:

  1. Shrinking benefits from ITBA's product leadership
  2. Increased professionalization and consolidation of customer buying behaviors
  3. Inability to scale good practices fast enough  
atlas-copco-industrial-technique-ab-8229321-1500302812466

Solution

In close collaboration with a wide range of ITBA stakeholders we:
• Aligned on the goals and direction of the initiative  
• Analysed the sales organization (with a global scope) 
• Developed a sales process framework and related tools 
• Piloted the frameworks and tools in "live" sales cases
• Refined the framework and tools based on the pilot
• Defined an implementation strategy and -plan
 
 

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