Overview
This specialist business unit belongs to a global medical devices business with a turnover of $33Bn. It wanted to progress deals that were stuck in the pipeline, with a key focus on capital projects: large, multi-country opportunities that needed coordinated execution and stakeholder alignment.
The goal
The unofficial goal was to over-achieve the business unit's target by $1 million.
What we did
We applied the Sales Gym methodology to teams in 17 countries. The learning was applied across six pillars of sales interaction, in opportunity-focused virtual workshops built around one shared method, so that teams in different countries worked on their live deals in the same way.
In total, 105 participants took part in 128 live virtual sessions. They produced more than 200 action plans on opportunities worth over $4.5 million.
Results
The business unit over-achieved its target by $2 million, double the unofficial goal of $1 million.
It also delivered higher growth than any other business unit.
