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This presentation was given by Wim van Gils of Philips. Published on Jun View 1.
How to build a relevant sales force? Wim van GilsJanuary 24, 2.
Why build a relevant sales force for Philips? Philips has a lot of competitive weapons Market 2 Order Excellence is about sustainable behavioral change, drivingbusiness impact with our customers Quick Scan LEAN Channel CRMM2O AcademyM20 Excellence Determine maturity levels Help to develop Knowledge, Identify opportunitiesSkills and Attitude across thecommercial organization Identify market-drivenrequirements Driving Performancemanagement by continuous Quickly adaptimprovementto market Improve continuously Accelerate building commercial Secure sustainability of businesscapabilities improvements Create competitive advantages Incorporate commercial best practicesin Philips culture6 7.
In summary, M2O Excellence will bring a step-change in terms of how to winwith customers in their marketsProvide customers with a more coherent customer experienceUnderstand what is happening at a customer level x-sector Identify sales opportunities due to increased visibilityShare best practices in sales across PhilipsDrive improved and more predictable business resultsIncrease hpilips efficiency with less administrative work8.
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