Enabling a Customer-Centric Sales Organization

In today’s complex landscape, how do you enable the sales organization to effectively and efficiently meet customer needs?

Customers are changing, as are the sales organizations who serve them. That’s the conversation Alexander Group’s Gary Tubridy had recently with Lori Tierney, VP of commercial operations, N.A. for Johnson & Johnson MD&D. Lori’s responsibilities extend to the entire North American field sales organization, including 17 unique businesses.

Watch the video below to hear how Johnson and Johnson enables sales consultants through training, tools and an enhanced understanding of putting the customer first. At 3:24, Lori discusses the most critical tool to a sales organization: the CRM system, from which both sales reporting and incentive compensation tracking come.

Build a 24×7 Customer Experience

The 2020 Alexander Group Leadership Series will explore what companies are doing to win and keep customers that expect 24×7 partners, and how to help your organization head into a customer-centric “true north.”

Is your organization addressing tool proliferation, customer-centricity and other key commercial operations issues? Reimagine your course to growth: Explore the 2020 Alexander Group Leadership Events.
________________________
RELATED RESOURCES

Explore our video library for more interviews like these

New! 24×7 Customer Experience: A New True North

Alexander Group Operations Forum
Help your operations team adapt with increased agility to today’s more complex, unpredictable and risky customer environment.
Learn more/Register

Alexander Group Executive Forum
Join us in November to explore what revenue leaders and companies are doing to steer a new course to a B2B customer-centric “true north”
Learn more/Register