At MOArt, we recognized that our sales landscape needed a profound renaissance. In the past, our sales teams operated in silos with minimal coordination, remote work was more of an exception rather than a standard, and the concept of digital transformation remained on the distant horizon for many of our clients.

However, in March 2020, just before the world was plunged into the depths of the pandemic, we embarked on an ambitious sales transformation journey that would forever redefine our approach. Amidst the tumultuous events that unfolded, it can be challenging to truly comprehend the magnitude of the extraordinary accomplishments we have achieved.

We set out to reimagine sales by harnessing the power of digital tools and revolutionizing processes across every facet of our organization. By embracing cutting-edge technologies and innovative methodologies, we have crafted a sales ecosystem that epitomizes efficiency, adaptability, and client-centricity.

Our commitment to nurturing talent has been paramount throughout this transformational endeavor. We have dedicated significant resources to attract, develop, and empower exceptional professionals who embody the values and ethos of MOArt. By investing in comprehensive training programs, fostering a culture of collaboration, and providing ample opportunities for personal and professional growth, we have cultivated a sales force that is second to none.

The ripple effects of our transformation efforts have permeated every aspect of our organization. Our sales culture has been infused with an unwavering commitment to excellence, teamwork, and innovation. Our teams have become more interconnected, leveraging synergies and sharing best practices that amplify our collective impact. Through strategic partnerships and alliances, we have broadened our reach and fortified our market presence.

Today, we proudly stand as a resilient, agile, and interconnected community that consistently raises the bar for our competitors. Our sales transformation has not only propelled us to new heights but also yielded tangible value for our clients. By embracing digitalization and adopting an unwavering customer-centric approach, we have successfully guided our clients through their own digital transformation journeys, enabling them to thrive in the ever-evolving business landscape.

As we reflect on our achievements, we remain resolute in our commitment to driving sustainable growth for our company and our valued clients. The spirit of reinvention that has permeated our sales practices continues to propel us forward, ensuring that MOArt remains at the forefront of innovation and value creation in the sales domain.

In an unforeseen turn of events, the year 2020 presented unprecedented challenges, calling for a robust sales transformation at MOArt that proved pivotal to our success not only during the COVID-19 pandemic but also in navigating the path forward. Embracing the new reality, our sales architecture, innovative tools, practices, and capabilities empowered our workforce to thrive, even amidst physical distances.

Our approach to sales transformation encompassed multiple dimensions, tailored to the unique needs of our company, our people, and our clients:

Fostering Innovation through Strong Leadership: A consistent leadership structure now underpins our operations across the three Markets at MOArt. With dedicated sales professionals at the regional and service levels, we can leverage the best of MOArt's expertise to cater to our clients' requirements regardless of geographical boundaries.

Leveraging Data and Talent to Drive Growth: Data lies at the heart of our sales transformation journey. Embracing an intelligent approach to selling, our sales teams utilize enhanced digital tools to identify and pursue opportunities with clients. For instance, we have implemented a tool that consolidates customer and third-party data, providing us with a single source of truth and enabling deeper insights during deal pursuits.

Cultivating Careers by Embracing Potential: Our people represent our most valuable asset. As part of the sales transformation, we have introduced a new careers framework that supports individual goals while attracting top talent. This framework includes curated learning and development programs, competitive incentives and rewards, and the flexibility to explore diverse career opportunities within and beyond the sales domain. Additionally, we have established a dedicated career path in sales for individuals commencing their professional journeys, complemented by a specialized sales development program aimed at nurturing their success.

Harnessing Human Expertise and Best Practices: By amalgamating our 14 core service areas, we have established the Sales & Pricing Performance (S&PP) division, which serves as the cornerstone of our medium-sized company's sales operations. Through this integration, we have successfully created a streamlined and cohesive process to equip our sales teams worldwide with the necessary capabilities, drawing upon the diverse expertise and best practices within our talented workforce.

Forging High-Performing Teams to Navigate Complexity: As we prioritize the pursuit of larger and more intricate deals as part of our growth strategy, we understand the significance of specialized skills and experience in effectively managing such transactions. Thus, we embarked on a transformative journey in early 2020 by assembling a team of exceptional sales leaders, giving rise to the Market Maker initiative. Working hand-in-hand with Enterprise Solution Architects, Transformation Directors, Client Account Leads, and experts in finance, marketing, and legal domains, our Market Makers have played a pivotal role in propelling our company's success. Their collaborative efforts resulted in a remarkable achievement: doubling the number of significant deals sold between FY20 and FY21.

Through our comprehensive sales transformation, we have not only adapted to the challenges presented but have also unlocked immense value for our company and clients. MOArt's commitment to sales excellence and unwavering dedication to leveraging innovation, data-driven insights, talent development, and collaborative expertise have positioned us at the forefront of the industry. As we continue to forge ahead, we remain steadfast in our pursuit of excellence, ensuring sustainable growth, and delivering exceptional value to our clients in an ever-evolving business landscape.

Our sales transformation journey has undoubtedly achieved tremendous success across various metrics. We not only expanded our portfolio of potential deals to unprecedented levels but also surpassed the performance of many competitors in the industry.

However, we understand that the pace of change shows no signs of slowing down. As a result, we remain committed to continually evolving and adapting to meet the evolving demands of this dynamic business environment. Simultaneously, we are dedicated to assisting our clients in their pursuit of modernization, embracing new digital technologies, and establishing a solid foundation for sustained success in the future.

We cordially invite you to delve into our comprehensive case study, which provides an in-depth exploration of our sales transformation journey. Through this study, you will gain valuable insights into our innovative approaches and discover how we can help your company reimagine sales, positioning you for remarkable growth and competitiveness in the market.