Transforming the Sales culture at Husqvarna
About Husqvarna
Based in Stockholm, Sweden, Husqvarna is the number one producer of outdoor power products, watering products and power tools. The $5B+ organization has a 330-year legacy with over 14,000 team members.
THE RESULTS
Record bookings, deeper connections and greater purpose, No Matter What!
Exceeded booking goals in strategically important categories.
Entered the selling season with significant momentum, energy and morale boost.
Goals and commitments are now closely aligned with both organizational mission and actual results.
The sales culture has transformed into a more connected, energetic, and high-performing environment.
CLIENT CHALLENGES:
Embracing collaboration, agility and growth through tough circumstances
John Castillo, VP of Sales, contacted us for help growing Husqvarna’s sales culture and performance while facing common internal and external challenges, including:
Market disruption and competitive pressures impacting customer deliveries, relationships and margins.
Changing workplace requirements (work from home policies) and customer interaction points necessitating new approaches.
Persistent leadership turnover leading to low retention, engagement and morale within the culture.
OUR APPROACH:
Creating a blueprint for a thriving & resilient sales culture
The keynote was designed to shift perspectives and drive new action with easy to use tools packaged in a way that left audience members excited to use them. Key reframes shifted paralyzing challenges and roadblocks into opportunities for proactive growth.
Together, we built the event as a turning point in the organizational culture — reinforcing it with ongoing custom videos to keep the momentum, a copy of Hunting Discomfort for everyone (including new hires) to serve as an approach framework, and No Matter What t-shirts to be consistent reminders.
Working with the Husqvarna team, we created systems, structures and processes to lock in the learning and growth. Instead of traditional sales goals, we created No Matter Whats. Instead of busy-ness as an excuse, every decision and action is tied back to an organizational goal. And instead of disconnected meetings, forums come together to share wins, losses, learning and commitments in a way that builds culture, connection and community.
New customers, new distribution and record bookings!
Since Sterling’s keynote, we’ve had a culture within the commercial team of #NoMatterWhat—it has resulted in new customers, new distribution and record bookings!
JOHN CASTILLO | VICE PRESIDENT OF SALES | HUSQVARNA
Our Methodology
Breakthrough cultures drive breakthrough performance. We’ve built a 12 week, 5-step process to identify and solve for root problems to deliver maximum impact before, during and after events.
