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.
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.”
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