“We need a cultural change in our B2B sales force, breaking down silos to generate cross-functional value”.
In the words of their CEO: “At Motorola, we need everyone to fit into two roles: Sales or Sales Support“.
Motorola Solutions faced the challenge of adopting a commercial mindset across all functions of the organization, directing the focus toward the customer and planned OKRs.
To address this, we defined the most suitable methodology for this change and trained the sales team to elevate their skills, impacting the level of relationship with their customers and transforming them into a highly proactive and winning team.
Additionally, we aligned the rest of the areas so that everyone spoke the same commercial language, ensuring that, when interacting, they functioned as a unified team, regardless of formal roles.
ACHIEVED RESULTS
- A unified vision in opportunity management.
- Improved level of interactions and relationships with clients.
- Breaking down silos and developing cross-functional teams.
- Integration of the sales area with the entire company.
