Wilhelmsen Ships Service has launched a effectiveness campaign as part of a long-term initiative to accelerate sales growth.

THE CAMPAIGN AIMS to make better use of customer and market intelligence within the organisation to improve the effectiveness and transparency of the sales process, from initial lead through to contract management.

Jon Arve Nilsen.

Jon Arve Nilsen.

As a matrix organisation, sales success is dependent on that matrix being tightly connected and information flowing freely throughout. Success will involve a lot of people needing to work differently and collaborate in a smarter way,” explains Jon Arve Nilsen, international sales director.

The long-term initiative will see WSS position itself as a solution seller, moving away from marketing individual products. “Our overall aim is to truly understand our customer needs, capture more opportunities and sell the corresponding WSS solutions. The sales effectiveness campaign is the first step in developing a culture whereby the whole organisation contributes to customer success,” adds Nilsen.

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“OUR AIM IS TO REDUCE EXPOSURE TO COMPLEX PUBLIC REGULATIONS ON COMPETITION LAW” Morten Aaserud, chief legal officer.

FOLLOWING THE SUCCESSFUL rollout of the I Comply training, a new training course focused on competition law will shortly be available.

The new e-learning course will be tailored towards the unique challenges faced by WW group employees around the world. It is important for all employees involved in tendering to be aware of the difference in laws in effect around the world, as Morten Aaserud, chief legal officer, explains.

“At the office we are exposed to both Norwegian law and EU law. These areas have the highest focus, but we must ensure we comply with local law around the world and newer markets where there are important differences. It’s important for us to draw attention to what people need to know when working with tenders and contract negotiations, especially across borders.”