National Oilwell Varco

National Oilwell Varco had acquired 30 companies over six years, which brought together a wide variety of selling cultures, business processes, and a portfolio of hundreds of products. Resulting sales silos led to confused customers not sure who was going to call on them or what their value proposition would be. The lack of a cohesive account management approach that united the resources of the company to support key clients had resulted in high levels of customer dissatisfaction and lost sales. Executive leadership wanted to achieve a single face to the customer based on a new culture of providing value to customers on a consistent basis.

Critical Path Strategies recommended the development of a Global Account Management program to support key clients and unify representation of multiple service lines into a customer-driven organization focused on providing differentiated service.

Developed and communicated a sales process for company’s largest corporate accounts
Activated 15 account team strategies
Created sales compensation and recognition program and management system to ensure sustained performance
Developed and deployed “sales blueprint” to communicate expectations of sales professionals and ongoing refresh and reinforcement of process

Critical Path Strategies provided the client the foundation, structure, guiding principles, thought process, tools, and action plans they needed to support the development of a robust and sustainable selling organization.

Leveraged best of company’s resources to create view of strong single company to customers
Selling organizaiton has clear roles and responsibilities
Processes and infrastructure make doing business with NOV easy and supports quality at each point of customer contact
Management system in place to monitor and access progress