The situation
Spring 2020: lockdown leaves several thousand consultants across Europe without an assignment, and the sales teams have to be remobilised, fast and remotely. In 2024, a different goal: driving sales both on accounts where the company was already strong and on those it had yet to win.
What I did
In 2020, I coordinated the Restart Challenge across Europe. Ten days after launch, I raised the alarm in writing: two of the three scoring rules could not be verified with the data available. The method was revised before the first ranking, on a colleague's proposal: results submitted by division directors, with a weekly cut-off time. I consolidated those results, built the ranking and produced a newsletter in which salespeople shared how they had achieved their results. That same year, for the ACES challenge, I turned the data sent by the CRM team into publishable rankings and newsletters. In 2024, sales leadership set the rules for Go for Gold. I designed its visual identity and ran its communications: launch, key messages, rankings and six months of ongoing campaign communications.
What it produced
From the first Restart newsletter, new countries started sending in their results. A regional manager used the ACES ranking to motivate their team.
What I took from itThe mechanics belong to sales leadership. My job is to make them clear, credible and appealing, week after week.