Vice-President - Maritime (International Division)
Orolia - Worldwide leader for secured positioning, navigation and timing solutions (for defence, aerospace, maritime)
Service we provided:
Consulting and support for the design and the implementation of a shared sales system
Working with Carle Lopez and Athena Values has been hugely beneficial in a number of ways. Getting an external source to ask the right questions in order to understand our business which covers all possible sales models and in a variety of countries, has enabled us to get maximum value from this collaboration. This has assisted us in smoothly rolling out a single set of sales processes and a single instance of SFDC across a 70+ person global sales team, in a company that was formed by numerous acquisitions, with very different sales cultures, models, tools and processes. Carle Lopez provided the right degree of intervention but also facilitated exchanges in a series of themed workshops, which matched our key challenges to ensure a higher degree of efficiency insales performance. He is always available to provide suggestions, feedback and validate our expectations as a customer. Indeed, each workshop had fine tuning sessions before being rolled-out so that I had the opportunity to set the tone and outcomes in line with our business needs. Equally important were the debriefing sessions after the deliverables and workshop outcomes so that we could validate the progress every step of the way. Finally, Carle brings a huge amount of experience from the field and has a great cultural awareness of the sales function from an international and business complexity perspective. I am happy to provide further references on request.