Trinity Finance’s Sales Organization and Sales Approach (F): Measuring Relationships
On June 6th 2016, Trinity Finance Ltd.’s (Trinity) Leadership Team (LT) – Chief Executive Officer (CEO), Chief Marketing Officer (CMO) and Chief Sales Officer (CSO) – scheduled a meeting to discuss the next area of improvement, measuring relationships as suggested by Gautam Narang, the Senior Consultant of Photon Consultancy. This was a part of RACE (Radical Approach to Customer Engagement), a new transformation initiative, decided by the LT.
CSO (Sunil Kapoor): Dear colleagues the agenda for this meeting is to put in place a robust system to measure relationships with our stakeholders in the market.
CMO (Suman Wadhwa): Well, we have been maintaining relationships through certain initiatives that are being shared through our monthly newsletter...............
Assignment Questions
I. What do you understand by stakeholder management in the context of sales organization of a large financial services firm like Trinity?
II. ..............
Exhibits
Exhibit I: Trinity’s Stakeholders