Jonathan Viney, Partner at LoganLea explains “During the course of our assignments, we have helped clients to increase commercial success by clearly defining and replicating competitively differentiating sales capabilities. We have sought a proven methodology in this area to supplement LoganLea’s experience-based approach. OSC’s experience, resources and methods are the perfect complement to LoganLea’s existing sales leadership and management expertise.”

Jonathan Viney, Partner at LoganLea comments “It is clear in these times of economic recovery uncertainty, global volatility and rapidly accelerating change, that businesses need to ensure that their sales force is optimally positioned to win in the face of severe competition and increased customer bargaining power. Integrating DiSC methods with LoganLea’s wider sales optimisation and change experience helps sales directors and business leaders build the most effective sales organisation and gain clear competitive advantage”.

Using the DiSC methods pioneered by OSC and combined with an extensive resource base of human capital specialists, LoganLea can now roll out comprehensive sales competency development, training and coaching services as part of its wider change capabilities. This fits with LoganLea’s “whole solution” approach to supporting sales and business leaders with all aspects of sales strategy, organisation, process, people and rewards definition and change, in pursuit of increased revenue and profit growth.

William explains “I am delighted to work with LoganLea to generate real commercial returns for clients by creating differentiating sales capabilities. My academic and commercial work in human capital development is an ideal complement to LoganLea’s sales leadership, organisation and process expertise. This is an exciting combination of thought-leadership and practical experience.”

With an impressive track record of building and leading large multi-national, direct, indirect and virtual teams across EMEA and Asia Pacific, Mortimer has industry experience spanning telecommunications, banking, insurance, energy, manufacturing and retail. As well as designing major sales organisations to operate effectively across multiple markets, he has led teams through significant change, including economic cycles, the introduction of disruptive technologies, M&As and corporate re-structuring. His experience includes Compaq, Digital Equipment, Coopers and Lybrand, Exxon, IBM and Boots.

Mortimer will work with client CEOs, boards of management and sales leaders to ensure their business strategies translate into growth across global markets.

“In response to increasingly tough, competitive and fast changing markets, companies are adapting their business models and value propositions. They are focussing hard on innovation and the cost-side but, in too many cases, CEOs do not have the expert support they need to design and implement the required change on the revenue-side of their business. Consequently, many companies fail to make sure their sales operation is aligned with and capable of effectively executing their new strategic direction,” says Mortimer. “I joined LoganLea for its wide combination of sales leadership, management and delivery experience and its proven ability to deliver growth for clients.

Together, LoganLea and OSC will help clients to translate business strategy into a successful and efficient sales operation. Amongst other areas, LoganLea and OSC will work with clients to identify, create and replicate differentiating sales capabilities, together with the organisation structures, sales processes and other elements required to secure sustained competitive advantage.

LoganLea will shortly be launching a new research project with the Centre for Applied HR Research to investigate how highly successful organisations translate strategic intent into sales capabilities. Interested organisations are invited to contact LoganLea for further details.

“I knew when I started that if I could get the right experienced support then I’d get better results much more quickly” states John. “LoganLea gave me the additional bandwidth I needed to get a major people, process and skills change project implemented whilst I managed several other sales teams at the same time.

LoganLea built real credibility and trust by consistently delivering high quality and demonstrating real-world experience – not only in leading a sales force but in implementing sales change. They brought a combination I didn’t know existed, expertise in sales strategy, processes and change projects as well as actual experience in Sales Director roles. That combination is invaluable in achieving success. Just as important, they’re real easy to work with. I would recommend LoganLea to other Sales Directors without hesitation.”