The client is a leading SaaS company headquartered in Singapore, with a global footprint across Europe and the US. The organisation provides cutting-edge software solutions to a diverse range of industries, helping clients streamline operations and achieve their business objectives.
As the company scaled its operations internationally, it faced challenges in building and aligning a high-performance sales culture across regions. To address these, the organisation engaged Groval Eulers to implement a global sales readiness program that would enhance team effectiveness and create alignment with organisational goals.
The client identified several key challenges in their sales operations:
Different regions operated in silos, with disparate sales processes and varying levels of performance, leading to inconsistencies in customer experience and revenue generation.
Sales leaders lacked the training and tools necessary to drive consistent performance, foster collaboration, and build trust with cross-functional teams.
Sales Development Representatives (SDRs) and other team members required guidance to align their efforts with established sales processes and customer success goals.
The absence of effective incentive structures limited motivation and hindered the ability to build a high-performance culture.
The client needed a tailored approach for Asia and the US, given specific geo-political challenges affecting sales dynamics in these regions.
To address the client’s challenges, Groval Eulers designed and executed a comprehensive program focused on process, people, and leadership alignment:
Developed standardised sales processes that were scalable across regions while remaining adaptable to local nuances.
Created structured workflows for lead generation, customer engagement, and deal closures to ensure consistency in sales practices.
Delivered intensive coaching for SDRs, focusing on effective outreach strategies, pipeline management, and relationship-building techniques.
Designed onboarding programs for new hires to accelerate their integration into the sales ecosystem.
Conducted specialised training for sales heads and cross-functional leaders to align their vision with organisational goals.
Emphasised the importance of fostering collaboration between sales, delivery, and customer success teams to enhance overall efficiency.
Collaborated with the client to design performance-based incentive structures tailored to different roles and regions.
Created a recognition program to reward exceptional contributions and reinforce a high-performance culture.
Implemented region-specific strategies for Asia and the US, addressing unique challenges and opportunities in these markets.
Leveraged insights from local markets to ensure the program’s relevance and effectiveness.
Developed a unified vision for customer success, emphasising the role of sales teams in driving long-term client satisfaction.
Enhanced processes to ensure seamless transitions between sales and delivery functions, fostering higher levels of customer trust.
The engagement delivered significant improvements across the client’s global operations:
Standardised processes enabled teams across regions to operate more cohesively, resulting in improved consistency and higher revenue generation.
Sales teams demonstrated greater confidence and effectiveness in their roles, leading to improved lead conversion rates and stronger customer relationships.
Sales and cross-functional leaders became more adept at aligning their strategies with organisational goals, creating a more collaborative and efficient work environment.
The newly implemented incentive structures energised teams, driving higher performance and reducing attrition rates.
By fostering a unified focus on customer satisfaction, the company achieved higher retention rates and stronger client advocacy.
The program was widely appreciated by stakeholders, with the client reporting tangible benefits in revenue, team productivity, and customer satisfaction.
Implementing unified processes that allow for local adaptations is crucial for global success.
Sales leaders play a pivotal role in driving team alignment and ensuring cross-functional collaboration.
Effective incentive programs can significantly enhance team performance and morale.
This engagement reinforced Groval Eulers’ position as a trusted partner for building high-performance sales cultures in complex, global environments.