Building the Team

Leading successful customer-centric transformations

Leading successful customer-centric transformations “You need C-suite leadership for your major initiatives.” Hearing this constant refrain, experienced business leaders must feel “it’s like déjà vu, all over again” as Yogi Berra famously quipped. However, that doesn’t make it any less true, especially in customer-centric transformations. A company’s journey toward increased customer-centricity demands a level of…

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Salesforce Development Benchmarking

SITUATION Our client was a manufacturer in the transportation industry who sells through franchised dealerships. The manufacturer observed that many of its dealers struggle with recruiting and retaining competent salespeople and was concerned with the potential impact on business performance. They wanted to better understand the current state of how dealers attract, organize, train, and…

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