The client’s intent was to enable cross-functional groups - including Sales, Customer Success, Product, Marketing, HR, Legal, Finance and Sales Operations – to win together, driving improved customer value and €5m of sales pipeline.
This cross-functional collaboration to elevate the voice of the customer and drive tangible customer value was a new way of working, and was part of a wider organisation-wide transformation. We were able to identify the major say-do gaps that would get in the way of people doing things differently.
We designed and facilitated two sessions at the Global Sales Conference – the Sales kick off for 2023 – that introduced people to The Power Of How® and enabled the Go-To-Market groups to craft intents for the 12 week Global Sales Programme.
During the subsequent 12 weeks, each go to market group used The Power Of How® to bring their intent to life, supported and facilitated by dedicated Broadleaf facilitators and by How Ambassadors, those within the client organisation who were upskilled as ‘How Hot Coals’ enabling them to support their colleagues in doing things differently.
New habits were built, the discomfort of change was experienced and as time progressed the new became familiar, adopted fully into the everyday. People were able to look back and see how far they had come, both individually and collectively and celebrate their success.