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Lumesse – Jump-start of Sales Operations – Zebra Management Consulting
Sep 012011
 

LumesseLumesse (then StepStone Solutions), a leading European provider of talent solutions, was acquired by HgCapital in 2010. The new owners required strong growth from Lumesse, both through organic growth and through acquisitions. Rapid growth in turn required professionalisation and standardisation of the sales process and sales management, and the effective integration of current and previous acquisitions. Nick established the global Sales Operations function, enabled through a re-launch of Salesforce.com integrated with Oracle.Key elements included establishing a standard sales process and sales management cycle; these in turn enabled standardised reporting and uniform dashboards across the company. Nick worked with Sales managers world-wide to ensure the new ways of working became routine. In a following round Nick executed a capability audit of the sales people was carried out, allowing shortcomings to be addressed. He also designed a series of performance measures to implement the Bessemer SaaS metrics and extended these with a number of measures specific to SaaS account management. Nick then handed off to a permanent successor who then built further on this foundation.

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