The way forward is clear: a steep climb from Base Camp up to the summit.
Superlative sales are the goal. MAN ES is smoothing the way to the top, as
following his appointment as Head of Sales Performance+, Christian Garreau
wants to put MAN Energy Solutions’s global sales and
the PrimeServ network out in front of the competition by pursuing the highest
standards. As Garreau sees it, the success of the new sales program will depend
on highly qualified employees who work together closely and well. “We need the
maximum possible customer proximity if we are to optimize sales. Powered by a
will to succeed, we have to leverage all our strengths, exploit MAN potential
to the full and encourage cross-functional approaches,” says Garreau.
The company has lots of examples of best practice that
are awaiting implementation. Which is why Garreau has conducted
50 interviews with sales staff. “We want to involve employees in the
development of new sales strategies from the outset. We have a huge amount of
knowledge and expertise internally. We need to use it, and consider whether and
how we can implement it worldwide in our MAN ES sales teams,” Garreau explains.
He remains in touch with the 50 employees. They provide valuable feedback
on customer requirements and will play a key role in the next steps in the
process. “The strategy is 90 percent about implementation, and the
implementation 90 percent about people,” Garreau explains. The sales
alliance means that customer influence is set to increase internally in future.
We are well on our way
to the summit. With our name and
our outstanding technology, which leads the way worldwide, we are well equipped
able to offer our customers marketleading sales and services in future.
Garreau and his colleagues are currently working on a MAN ES sales model.
“We have to do some homework to get ourselves fit for a successful ascent.
We are pursuing detox initiatives to prepare for simple, direct and focused
action,” says Garreau. It is the perfect time
for change. The current market situation, which is characterized by speed,
complexity and uncertainty, demands action and possibly a rethink of operating
method. “We are well on our way to the summit.
With our name and our outstanding technology, which leads the way worldwide, we
are well equipped to be able to offer our customers market-leading sales and
services in future,” says Garreau.
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