Creating a Customer Centric
High-Performance Global Sales Team
The Challenge
The Europe, Middle East and African (EMEA) sales teams of Lamb Weston Meijer were approaching customer situations with a legacy transactional mindset.
The client envisioned a sales team that had meaningful customer relationships based on an intimate understanding of their customers’ business challenges and opportunities.
The team needed a logical, disciplined approach that allowed global customers to be served and supported in a consistent manner. The solution needed to adapt to the language and cultural aspects of global and regional teams.
The Solution
CL Network customized and delivered the “Sales Team Transformation” solution for the Lamb Weston EMEA teams. The journey started with the “Strategic Impact Selling Skills” workshops. Team development continued with “Communicating with Confidence” and “Art of Negotiation” sessions. Support teams such as Marketing, Customer Service and Finance participated in “Building Customer Centric Teams”. This workshop provided insight about Strategic Impact Selling and how support teams are imperative to building a customer centric high-performance sales organization.
A decade later Lamb Weston has embraced the “Strategic Impact Selling Skills” approach for their global business. CL Network continues to deliver the workshops throughout the world. An internal trainer network has been established to provide day to day support and mini module refreshers regionally. The key activities within the “Strategic Impact Selling Skills” have been embedded into the SalesForce CRM tool. Virtual training support has been added to help teams and their leaders navigate the new selling challenges presented due to the COVID 19 pandemic.