#30 Trailblazer, Susan Faust: Culture-First Approach Drives Sales Transformation At Siemens Digital Industries Software in DE
In this episode, we explore a crucial key insight: starting with culture is paramount in sales transformation. We discover that SaaS companies must equip their sales teams with skills that span the entire customer journey, including digital touchpoints and relationship building for customer retention. My guest, Susan Faust from Siemens Digital Industries Software (DI SW) in Germany, highlights the establishment of a sales hub as a solution for effectively managing these touchpoints. Susan emphasizes that true change occurs when leaders understand and address the market challenges faced by their sales teams. She shares practical advice on fostering connections and dialogue between sales and leadership. By prioritizing culture design, collaboration among different sales roles becomes possible, resulting in the transformation of traditional sales organizations into dynamic sales hubs. We also explore the future of sales and the need to shift salespeople's mindset from fear of job loss to embracing automation as an opportunity for growth and seizing new possibilities. n this insightful podcast episode, we explore a crucial key insight: starting with culture is paramount in sales transformation. We discover that SaaS companies must equip their sales teams with skills that span the entire customer journey, including digital touchpoints and relationship building for customer retention. Our guest, Susan from Siemens DI SW, highlights the establishment of a sales hub as a solution for effectively managing these touchpoints. However, the episode emphasizes that true change occurs when leaders understand and address the market challenges faced by their sales teams. Susan shares her success in fostering connections and dialogue between sales and leadership through reverse mentoring. By prioritizing culture design, collaboration among different sales roles becomes possible, resulting in the transformation of traditional sales organizations into dynamic sales hubs. Furthermore, we explore the future of sales and the need to shift salespeople's mindset from fear of job loss to embracing automation as an opportunity for growth and seizing new possibilities.
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Show Notes
Key Insights We Touch Upon In This Conversation:
1. SaaS companies need sales skills along the entire customer journey to manage digital touch points on social media to building long lasting relationships to retain customers. Susan shares how Siemens DI SW built a sales hub to manage all touch points.
2. Change happens when leaders understand what market challenges sales faces. Susan built connections and dialogue between the sales organization and leadership with reverse mentoring. This helped leadership understand and support the sales hub's evolution by addressing frontline workers' real challenges instead of just creating awareness presentations around their meta-level WHY.
3. Transforming a traditional sales organization into a sales hub that covers the customer journey requires collaboration among the different sales roles, which requires a focus on designing team culture, first.
4. The future of sales lies in automation. And the question becomes: Can you shift sales people out of a fear of job loss and enroll them into a future where they can seize more opportunities as automation frees up their schedules?
Connect with us:
Susan on Linkedin
Me, Helena, on Linkedin or Instagram , or visit my website for more inspiring change stories
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