Sales Transformation

Building a High-Performance Sales Organization

Sales organizations are the engines of growth and productivity for many companies today.  But organizations are facing challenging marketplace conditions: customer demands, competitive pressure, and the need to grow both revenue and profitability mean that making small tactical changes will not suffice.  Plus, recent Forum research has found that only about half of all salespeople have a solid understanding of their sales strategy.

Smart companies are building their capacity to sell in a way that expands each individual buyer's perception of the value they provide.  By helping the people in your sales organization understand their role in executing your strategy, and aligning their individual attitudes and behaviors with the strategy, you can ensure you are connecting with the right customers, winning their business, and keeping them loyal.

To transform the way your organization sells, Forum focuses on the most critical component: people.  We align people with your sales strategy; equip executives, managers, salespeople, and service providers with the necessary skills and commitment; and strengthen and sustain a climate that support results.  We also integrate with your internal groups or other consultants working on enabling systems and processes.

Read more about Forum's point of view on driving growth through sales

How we have helped a client drive growth through sales transformation

A building products and technologies company turned to Forum to transform their sales organization.  Together we implemented a state-of-the-art, customer centric selling approach designed to help this manufacturing powerhouse achieve their 5-year growth plan.  Through a combination of leadership alignment, learning sessions, coaching, and culture change, the organization added world-class sales and service to their already world-class technical capabilities. 

As a result, customers are engaging them in business decisions; sales force morale is higher than it has ever been; and their Technology Products business doubled its size in just 1 year.