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Nomination Recognition 2017

Report by Cross Functional Team

CATEGORY: CROSS FUNCTIONAL TEAM AWARD

PROJECT: Sales Activation Pilots

CATEGORY: INNOVATIVE WAYS OF WORKING

NOMINATOR: Greggory Whiteman
SPONSOR: 7567,5250,5034

LEADER: 3226,4458,5243,8059

PROFILE:
Describe the situation or event related to the individual's or team's performance.
-Initial scoping of 4 specific pilot regions
-Onboarding new employees and new resources; including lots of new training
-Implementation of account packages for every Field and Inside-Remote Sales
team member
-Creating CRM dashboards to assist with managing and measuring account
package coverage and results
-Balancing work within the pilots while exploring pilot learnings/applications across
other BSTs
-Working through multiple process approach phases - from failures to seeing the
light at the end of tunnels

Describe in detail the individual's or team's notable behaviors.
-Belief in our vision
-Intense and ongoing collaboration
-Never giving up
-Managing to a vision while recognizing the path has not been fully cleared/is not
clear
-Working through multiple new process prototypes all at the same time
-Leveraging a 5 Focus Area Enterprise view
-No pride of ownership: Thrilled when BSTs embark on (aligned) New DAE
journeys outside of pilots

What were the results of the individual’s or team’s behaviors?
Pilots were scoped, staffed, and implemented in 4 regions - Upstate NY, Illinois-
Wisconsin, Demlow, and Mid-America. By working through multiple challenges and
leveraging a continuous improvement mindset, the teams garnered significant
insights to enhance segmentation and account package planning, the application of
both Field Services and Inside-Remote customer coverage, and our journey to
optimize the right mix of selling resources inside a territory against strategic
customers. The other key outcome is that this team, through their work inside and
outside of these pilots - and through continuous collaboration - helped to advance
New DAE Sales Activation theory, interest, measurement, and (tipping point) action
across a number of BSTs.

NOMINEE DEPARTMENT

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