{"id":9632,"date":"2021-09-27T07:30:18","date_gmt":"2021-09-27T07:30:18","guid":{"rendered":"https:\/\/www.worxogo.com\/?p=9632"},"modified":"2021-09-27T09:52:17","modified_gmt":"2021-09-27T09:52:17","slug":"sales-productivity-interview","status":"publish","type":"post","link":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/","title":{"rendered":"Reimagining Sales Productivity &#038; Leadership"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"9632\" class=\"elementor elementor-9632\">\n\t\t\t\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a13b606 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a13b606\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-930fcdb\" data-id=\"930fcdb\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-35de23f elementor-widget elementor-widget-spacer\" data-id=\"35de23f\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.e-container.e-container--row .elementor-spacer-inner{width:var(--spacer-size)}.e-container.e-container--column .elementor-spacer-inner,.elementor-column .elementor-spacer-inner{height:var(--spacer-size)}<\/style>\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0cc9f7b elementor-widget elementor-widget-text-editor\" data-id=\"0cc9f7b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-text-editor.elementor-drop-cap-view-stacked .elementor-drop-cap{background-color:#818a91;color:#fff}.elementor-widget-text-editor.elementor-drop-cap-view-framed .elementor-drop-cap{color:#818a91;border:3px solid;background-color:transparent}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap{margin-top:8px}.elementor-widget-text-editor:not(.elementor-drop-cap-view-default) .elementor-drop-cap-letter{width:1em;height:1em}.elementor-widget-text-editor .elementor-drop-cap{float:left;text-align:center;line-height:1;font-size:50px}.elementor-widget-text-editor .elementor-drop-cap-letter{display:inline-block}<\/style>\t\t\t\t<p><em><img decoding=\"async\" class=\"size-full wp-image-9645 alignright\" src=\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/09\/1516250620919.jpeg\" alt=\"Deepak Solanki on Sales productivity with worxogo\" width=\"300\" height=\"300\" srcset=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/09\/1516250620919.jpeg 300w, https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/09\/1516250620919-150x150.jpeg 150w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>In this conversation with <a href=\"https:\/\/www.linkedin.com\/in\/deepaksolanki\/\">Deepak Solanki<\/a> &#8211; Head of IT and Digital (AMEA &amp; ANZ), CNH Industrial, we take a closer look at the set of sales challenges experienced by CNH Industrial on their digital transition journey. Deepak\u2019s passion for technology-driven solutions is reflected through his career as the former VP-Information Systems at Reckitt and multiple initiatives across business systems, strategic outsourcing, and automation. Here, he shares his perspective with Anant Sood about the role of managers and metrics &amp; how behavioral insights are becoming the force to drive it. <\/em><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-474be11 elementor-widget elementor-widget-spacer\" data-id=\"474be11\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1ba9c55 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1ba9c55\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f29995f\" data-id=\"f29995f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-8d9ffcb elementor-widget elementor-widget-text-editor\" data-id=\"8d9ffcb\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>Anant: Thank you for your time, we\u2019re looking forward to this. Let\u2019s start with a quick introduction about yourself and your experience over the past few decades.<\/strong><\/p><p><strong>Deepak: <\/strong>Right now, I am at CNH Industrial. I look after the IT and Digital functions of their AMEA &amp; ANZ Geography. CNH Industrial is a capital goods manufacturer, with the global revenue about $26 billion in 2020. I service the geography that accounts for roughly $4.3 billion. Prior to that I\u2019ve worked in the corporate sector as well as done stints in the start-up space, about 25 years in the FMCG sector looking after various Geographies as well as competency centers.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0e55896 elementor-widget elementor-widget-spacer\" data-id=\"0e55896\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-d3f88c6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"d3f88c6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6b1beda\" data-id=\"6b1beda\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-83092f2 elementor-widget elementor-widget-heading\" data-id=\"83092f2\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-heading-title{padding:0;margin:0;line-height:1}.elementor-widget-heading .elementor-heading-title[class*=elementor-size-]>a{color:inherit;font-size:inherit;line-height:inherit}.elementor-widget-heading .elementor-heading-title.elementor-size-small{font-size:15px}.elementor-widget-heading .elementor-heading-title.elementor-size-medium{font-size:19px}.elementor-widget-heading .elementor-heading-title.elementor-size-large{font-size:29px}.elementor-widget-heading .elementor-heading-title.elementor-size-xl{font-size:39px}.elementor-widget-heading .elementor-heading-title.elementor-size-xxl{font-size:59px}<\/style><h2 class=\"elementor-heading-title elementor-size-default\">The Move to Digital Leads<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f192be7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f192be7\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-e7999c5\" data-id=\"e7999c5\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2989da0 elementor-widget elementor-widget-spacer\" data-id=\"2989da0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-18a4da8 elementor-widget elementor-widget-text-editor\" data-id=\"18a4da8\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: Wonderful. The first thing we\u2019d like to hear from you is from a sales standpoint, what are some of the unique challenges that you\u2019ve seen over the last 18-24 months? Has anything changed fundamentally in the way sales teams work today?<\/strong><\/p><p><strong>D:<\/strong> In a sense we are still going through the changes and don\u2019t know when things will settle down. Of course, there was an immediate shift unlike anything we have seen before. Contact between salespeople and customers went down significantly so we pivoted to connecting via digital channels.<\/p><p>This meant that leads were being generated through the digital channels. So, a salesperson also had to evolve, because unlike a lead generated through his personal contacts, these digital leads were coming from a digital source unknown to them. We then of course had to improve the process of digital leads qualification.<\/p><p>What changed is that now there\u2019s a lot more focus on being able to contact and follow up remotely to close as many leads as possible.<\/p><p>Simultaneously we drove a lot of discipline in the sales process. We also came across tools like <a href=\"https:\/\/www.worxogo.com\/nudge-coach\/\">worxogo<\/a> that further gave feedback to the team &#8211; on their performance as well as their behaviors.<\/p><p><strong>A: Do you think this new way of working will stick or will sellers go back to the old ways of working? Is this way better?<\/strong><\/p><p><strong>D: <\/strong>One thing that we learned as we shifted our focus was the fact that the digital leads were effective. We were able to drive the processes. In fact, we were able to drive at least 3-4 times more conversions from digital leads as compared to earlier. Even the leads that we have generated are much more. Obviously, having tasted the success, some of that will definitely stay.<\/p><p>I think for our industry, everything has to work in tandem &#8211; the brick and mortar channel &#8211;\u00a0 personal contact, digital and telephonic channels. There is a certain stage of the sales cycle where it has to be personal contact, I don\u2019t think that is going away.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-bcf8e86 elementor-widget elementor-widget-spacer\" data-id=\"bcf8e86\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-315ae91 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"315ae91\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0294cc3\" data-id=\"0294cc3\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e3beda8 elementor-widget elementor-widget-heading\" data-id=\"e3beda8\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">A New Focus on the Core of Sales<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-fb32267 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"fb32267\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-830ead9\" data-id=\"830ead9\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-e93f6a6 elementor-widget elementor-widget-spacer\" data-id=\"e93f6a6\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b08e979 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b08e979\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2284183\" data-id=\"2284183\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a5f1ed7 elementor-widget elementor-widget-text-editor\" data-id=\"a5f1ed7\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: With the digital disruption and the missing personal connect, we are all learning new tricks of the trade, especially in the case of frontline sellers. You mentioned how the leads are not their personal leads anymore. In this context, has the role of that frontline sales rep changed? <\/strong><\/p><p><strong>D: <\/strong>One thing that has happened is that the focus has shifted a lot more to follow-ups rather than just trying to generate leads. And to that extent, sales reps have to be much better organized. Because digital leads being generated are significantly higher and the conversion is not as high as someone who is already interested in the brand and has contacted you. As more of your work is going to be with customers who are not necessarily inclined towards your brand, I feel the real selling skills &#8211; convincing the customer about the product &#8211; will become more important.<\/p><p><strong>A: How important is having the right data available for your sellers? Do you think it&#8217;s become more or less important given this context?<\/strong><\/p><p><strong>D: <\/strong>It is definitely important. I think it\u2019s more about helping the salesperson leverage the data to make better decisions and perform the sales activities more effectively. We want the person to focus on sales.<\/p><blockquote><p><em>So, there\u2019s definitely <strong>a shift from just providing data to helping a sales person focus on what\u2019s important,<\/strong> getting him more organized, allowing him to deal with a large set of activities more effectively in the execution stage.<\/em><\/p><\/blockquote><p>And then of course through the sales process there\u2019s a set of tools &#8211; like being able to do a video call, being able to connect with a customer, demonstrate details about the product, etc. Some of those tools are yet to reach maturity.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3eb3d5a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3eb3d5a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-6fb1a79\" data-id=\"6fb1a79\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4395006 elementor-widget elementor-widget-heading\" data-id=\"4395006\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">The data-savvy team leader<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ba7270a elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ba7270a\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-bab88f1\" data-id=\"bab88f1\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9268fad elementor-widget elementor-widget-spacer\" data-id=\"9268fad\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-25cb6b5 elementor-widget elementor-widget-text-editor\" data-id=\"25cb6b5\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: Has the role of team leaders, area managers etc. changed? Is there a shift in the sales hierarchy?<\/strong><\/p><p><strong>D: <\/strong>Yes, to some extent. The basic role remains the same. In the end, if you are a team leader, your job is to get the best out of your team &#8211; that doesn&#8217;t really change. But how you go about doing that job has probably changed. We are seeing the shift in their ability and their capability to leverage data. That is a definite shift. I don&#8217;t know if it is driven by specific programs that we are running or it is a general trend in the industry, it\u2019s hard to determine. But, yes, our people are getting more adept, more inclined, and effectively using more of the data they have &#8211; about their teams, their performance etc.<\/p><p><strong>A: Today, there is a debate on the role of managers. One view is that the role of managers will be obsolete (being pure aggregators) maybe four or five years from now. The counter view is that you cannot take away the human element out of teams. With more data available with the frontline sellers, is the role of sales hierarchy still relevant?<\/strong><\/p><p><strong>D:<\/strong> Interesting viewpoints. I think it varies from culture to culture and also generation to generation. In the context of India, where we are, I would say definitely the human element is needed. In the Indian workplace, emotions play a big role, motivation plays a big role.<\/p><p>I have worked in a couple of different geographies. For example, in the U.S., people don\u2019t need that much of a motivational element from their managers. There is a more individualistic attitude &#8211; they come to work, they know there is a job they are getting paid for, they do it and they go home. So, I do think this might be different in different geographies and there could be lesser of a role of managers in certain geographies.<\/p><p>But, I do wonder about the next generation, who have grown up with lesser human interaction, most of whom have not gone to school for 2 years and only interacted with screens &#8211; I don\u2019t know what their behavior will be like.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-dfc56a7 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"dfc56a7\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a449351\" data-id=\"a449351\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-268bc5d elementor-widget elementor-widget-heading\" data-id=\"268bc5d\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Behavior - Leadership fad or something deeper? <\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-f75468b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"f75468b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-0a4466e\" data-id=\"0a4466e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-71c7cdf elementor-widget elementor-widget-spacer\" data-id=\"71c7cdf\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-cbe1310 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"cbe1310\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-46f3d7e\" data-id=\"46f3d7e\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-95e94f3 elementor-widget elementor-widget-text-editor\" data-id=\"95e94f3\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: Do you see a chief behavioral officer emerging in organizations in the future? Someone who looks at behavioral interventions to drive change within and outside the organization?<\/strong><\/p><p><strong>D: <\/strong>I&#8217;m not sure about that. In the end, that&#8217;s the job of every leader, isn&#8217;t it? So, I&#8217;m not sure of a chief behavioral officer. I guess every leader has to become more and more aware of what they need to do in this area.<\/p><p>As a manager, your job is to manage people and get the best out of your people or bring the best talent in your team, that\u2019s the manager&#8217;s job.<\/p><p><strong>A: Do you see behavior becoming a part of your metrics in some form at the leadership level today at CNH or maybe in the near future<\/strong><\/p><p>D: All of us are being measured already. At the leadership level, we always measure both the performance aspects and the behavioral aspects.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-45b701b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"45b701b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1c046c2\" data-id=\"1c046c2\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-b822a8b elementor-widget elementor-widget-heading\" data-id=\"b822a8b\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sizing up new tech<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2cd4091 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2cd4091\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-1b305f1\" data-id=\"1b305f1\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-9c588c4 elementor-widget elementor-widget-spacer\" data-id=\"9c588c4\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-30c8523 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"30c8523\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b04dee6\" data-id=\"b04dee6\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a625c8e elementor-widget elementor-widget-text-editor\" data-id=\"a625c8e\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: There are tons of new tech out there which promises to drive outcomes. How do you evaluate some of these new technologies out there? <\/strong><\/p><p><strong>D: <\/strong>For us the guiding north star is &#8211; will it make a difference in terms of customer experience? So will it make a difference in terms of customer experience? Or will it make a difference in terms of the experience of the dealer partners? Will it make a difference in the customer experience through our dealer partners?<\/p><p>And so really at the end, it is not about taking a CRM system or a dealers management system and choosing the best of breed. It is about actually saying, \u201chere is an opportunity to improve the customer experience and what is the right tool to do that\u201d. I think it\u2019s not about using just one tool but using the right set of tools and integrating technologies together to drive the customer experience.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-e7e31e1 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"e7e31e1\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-c73707f\" data-id=\"c73707f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7936938 elementor-widget elementor-widget-heading\" data-id=\"7936938\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Emojis, Collaboration and Connection<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-b11e508 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"b11e508\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-823f2b8\" data-id=\"823f2b8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-aa5caf3 elementor-widget elementor-widget-spacer\" data-id=\"aa5caf3\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-ad2d52d elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"ad2d52d\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9d10297\" data-id=\"9d10297\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2c30012 elementor-widget elementor-widget-text-editor\" data-id=\"2c30012\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: Do you see a need to explore new ways as leaders to digitally empathize with teams, given the remote work scenario and loss of human connect?<\/strong><\/p><p>D: It\u2019s a concept I\u2019m still trying to wrap my head around. I don\u2019t know if emojis count as digital empathy! We need to figure out a way to fill the void of human interaction.\u00a0\u00a0At this stage things have settled, there\u2019s a lot less anxiety. I also see people getting adept, becoming more effective and to some extent collaborations have also ramped up.<\/p><p><strong>A: Have you seen new pockets of excellence emerge &#8211; people who you thought would struggle, doing quite well and vice versa?<\/strong><\/p><p>D: Yeah. I mean, obviously as I said I do think that the interactions across geographies is increasing, the visibility definitely is more. It&#8217;s not that they&#8217;re new pockets emerging, the pockets have already existed. What\u2019s happening is that now when we set up competency centers, it can be led by leaders in different locations, across different geographies. We\u2019re finding new ways to leverage all the leadership skills we have. It has opened up that opportunity.<\/p><p>We have executed some significant initiatives and transformations with teams basically just collaborating virtually. We had never done these things remotely before. Earlier if we had a new dealer management system going live, we would have experts fly in for support and go live activities. Whereas now it is completely managed virtually.<\/p><p>But again at the end you do miss the human contact, I wish even in my geography, I was able to visit the teams a few times in a year but it is what it is.<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-a0b9189 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"a0b9189\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-3ea2828\" data-id=\"3ea2828\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-4fa8dd7 elementor-widget elementor-widget-heading\" data-id=\"4fa8dd7\" data-element_type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Tips to maximize impact of Behavior Interventions<\/h2>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2927d65 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2927d65\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-9a8dae4\" data-id=\"9a8dae4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-fb0045a elementor-widget elementor-widget-spacer\" data-id=\"fb0045a\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5e779af elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5e779af\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-f5a7bf4\" data-id=\"f5a7bf4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-16bda25 elementor-widget elementor-widget-text-editor\" data-id=\"16bda25\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><strong>A: Any words of advice or thoughts for a business leader who&#8217;s evaluating this entire concept of behavior science and thinking whether it makes a difference or not?<\/strong><\/p><p>D: Firstly, I think it&#8217;s important to ensure organizational readiness. It is important to assess the leaders of the organizations and to see if they are ready to sponsor, if they are ready for such interventions.<\/p><p>Secondly, I would say that it is very important to tie these things with the monetary, tangible incentives. It is extremely important when you are guiding behavior changes that it is backed up with how you are actually incentivizing the people as well.<\/p><p>Lastly, I think you do need to give time. Behavior changes are not going to happen overnight. You have to be persistent and give it time.<\/p><blockquote><p><em>In the end, I do see impact. It\u2019s not like 100% people change overnight but even if 50% of the people change, I think that is a start.<\/em><\/p><\/blockquote>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-86f04d0 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"86f04d0\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-b434bd8\" data-id=\"b434bd8\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-element elementor-element-d069315 elementor-widget elementor-widget-spacer\" data-id=\"d069315\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9625d0c elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"9625d0c\" data-element_type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t<style>\/*! elementor - v3.6.6 - 08-06-2022 *\/\n.elementor-widget-divider{--divider-border-style:none;--divider-border-width:1px;--divider-color:#2c2c2c;--divider-icon-size:20px;--divider-element-spacing:10px;--divider-pattern-height:24px;--divider-pattern-size:20px;--divider-pattern-url:none;--divider-pattern-repeat:repeat-x}.elementor-widget-divider .elementor-divider{display:-webkit-box;display:-ms-flexbox;display:flex}.elementor-widget-divider .elementor-divider__text{font-size:15px;line-height:1;max-width:95%}.elementor-widget-divider .elementor-divider__element{margin:0 var(--divider-element-spacing);-ms-flex-negative:0;flex-shrink:0}.elementor-widget-divider .elementor-icon{font-size:var(--divider-icon-size)}.elementor-widget-divider .elementor-divider-separator{display:-webkit-box;display:-ms-flexbox;display:flex;margin:0;direction:ltr}.elementor-widget-divider--view-line_icon .elementor-divider-separator,.elementor-widget-divider--view-line_text .elementor-divider-separator{-webkit-box-align:center;-ms-flex-align:center;align-items:center}.elementor-widget-divider--view-line_icon .elementor-divider-separator:after,.elementor-widget-divider--view-line_icon .elementor-divider-separator:before,.elementor-widget-divider--view-line_text .elementor-divider-separator:after,.elementor-widget-divider--view-line_text .elementor-divider-separator:before{display:block;content:\"\";border-bottom:0;-webkit-box-flex:1;-ms-flex-positive:1;flex-grow:1;border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--element-align-left .elementor-divider .elementor-divider-separator>.elementor-divider__svg:first-of-type{-webkit-box-flex:0;-ms-flex-positive:0;flex-grow:0;-ms-flex-negative:100;flex-shrink:100}.elementor-widget-divider--element-align-left .elementor-divider-separator:before{content:none}.elementor-widget-divider--element-align-left .elementor-divider__element{margin-left:0}.elementor-widget-divider--element-align-right .elementor-divider .elementor-divider-separator>.elementor-divider__svg:last-of-type{-webkit-box-flex:0;-ms-flex-positive:0;flex-grow:0;-ms-flex-negative:100;flex-shrink:100}.elementor-widget-divider--element-align-right .elementor-divider-separator:after{content:none}.elementor-widget-divider--element-align-right .elementor-divider__element{margin-right:0}.elementor-widget-divider:not(.elementor-widget-divider--view-line_text):not(.elementor-widget-divider--view-line_icon) .elementor-divider-separator{border-top:var(--divider-border-width) var(--divider-border-style) var(--divider-color)}.elementor-widget-divider--separator-type-pattern{--divider-border-style:none}.elementor-widget-divider--separator-type-pattern.elementor-widget-divider--view-line .elementor-divider-separator,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:after,.elementor-widget-divider--separator-type-pattern:not(.elementor-widget-divider--view-line) .elementor-divider-separator:before,.elementor-widget-divider--separator-type-pattern:not([class*=elementor-widget-divider--view]) .elementor-divider-separator{width:100%;min-height:var(--divider-pattern-height);-webkit-mask-size:var(--divider-pattern-size) 100%;mask-size:var(--divider-pattern-size) 100%;-webkit-mask-repeat:var(--divider-pattern-repeat);mask-repeat:var(--divider-pattern-repeat);background-color:var(--divider-color);-webkit-mask-image:var(--divider-pattern-url);mask-image:var(--divider-pattern-url)}.elementor-widget-divider--no-spacing{--divider-pattern-size:auto}.elementor-widget-divider--bg-round{--divider-pattern-repeat:round}.rtl .elementor-widget-divider .elementor-divider__text{direction:rtl}<\/style>\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-c40e04b elementor-widget elementor-widget-text-editor\" data-id=\"c40e04b\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p>Image Credit:\u00a0Photo by Hannah Wei on Unsplash<\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>In this conversation with Deepak Solanki &#8211; Head of IT and Digital (AMEA &amp; ANZ), CNH Industrial, we take a&hellip;<\/p>\n","protected":false},"author":4,"featured_media":9687,"comment_status":"open","ping_status":"open","sticky":false,"template":"InsightBottom.php","format":"standard","meta":{"inline_featured_image":false,"footnotes":""},"categories":[223,238],"tags":[266],"class_list":["post-9632","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-customer-speak","category-future-of-work","tag-sales","entry"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v20.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Sales Productivity &amp; Leadership Reimagined - worxogo<\/title>\r\n<meta name=\"description\" content=\"Deepak Solanki, Head of IT &amp; Digital (AMEA &amp; ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.\" \/>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Sales Productivity &amp; Leadership Reimagined - worxogo\" \/>\r\n<meta property=\"og:description\" content=\"Deepak Solanki, Head of IT &amp; Digital (AMEA &amp; ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.\" \/>\r\n<meta property=\"og:url\" content=\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\" \/>\r\n<meta property=\"og:site_name\" content=\"worxogo\" \/>\r\n<meta property=\"article:published_time\" content=\"2021-09-27T07:30:18+00:00\" \/>\r\n<meta property=\"article:modified_time\" content=\"2021-09-27T09:52:17+00:00\" \/>\r\n<meta property=\"og:image\" content=\"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/09\/hannah-wei-aso6SYJZGps-unsplash.jpg\" \/>\r\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\r\n\t<meta property=\"og:image:height\" content=\"800\" \/>\r\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\r\n<meta name=\"author\" content=\"Anant Sood\" \/>\r\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\r\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Anant Sood\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"9 minutes\" \/>\r\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\"},\"author\":{\"name\":\"Anant Sood\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b\"},\"headline\":\"Reimagining Sales Productivity &#038; Leadership\",\"datePublished\":\"2021-09-27T07:30:18+00:00\",\"dateModified\":\"2021-09-27T09:52:17+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\"},\"wordCount\":2023,\"commentCount\":3,\"publisher\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\"},\"keywords\":[\"Sales\"],\"articleSection\":[\"Customer Speak\",\"Future of Work\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\",\"name\":\"Sales Productivity & Leadership Reimagined - worxogo\",\"isPartOf\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#website\"},\"datePublished\":\"2021-09-27T07:30:18+00:00\",\"dateModified\":\"2021-09-27T09:52:17+00:00\",\"description\":\"Deepak Solanki, Head of IT & Digital (AMEA & ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.\",\"breadcrumb\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Reimagining Sales Productivity &#038; Leadership\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#website\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\",\"name\":\"worxogo - Drive Sales Behaviors\",\"description\":\"Drive Sales Behaviors\",\"publisher\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/worxogo.xogoweb.com\/legacy\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#organization\",\"name\":\"worxogo\",\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png\",\"contentUrl\":\"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png\",\"width\":194,\"height\":38,\"caption\":\"worxogo\"},\"image\":{\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/in.linkedin.com\/company\/worxogo\",\"https:\/\/www.youtube.com\/channel\/UCFJt8BSV0O3H0uw7skaVA4g\"]},{\"@type\":\"Person\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b\",\"name\":\"Anant Sood\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g\",\"caption\":\"Anant Sood\"},\"url\":\"https:\/\/worxogo.xogoweb.com\/legacy\/author\/anant-sood\/\"}]}<\/script>\r\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Sales Productivity & Leadership Reimagined - worxogo","description":"Deepak Solanki, Head of IT & Digital (AMEA & ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/","og_locale":"en_US","og_type":"article","og_title":"Sales Productivity & Leadership Reimagined - worxogo","og_description":"Deepak Solanki, Head of IT & Digital (AMEA & ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.","og_url":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/","og_site_name":"worxogo","article_published_time":"2021-09-27T07:30:18+00:00","article_modified_time":"2021-09-27T09:52:17+00:00","og_image":[{"width":1200,"height":800,"url":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-content\/uploads\/2021\/09\/hannah-wei-aso6SYJZGps-unsplash.jpg","type":"image\/jpeg"}],"author":"Anant Sood","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Anant Sood","Est. reading time":"9 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#article","isPartOf":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/"},"author":{"name":"Anant Sood","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b"},"headline":"Reimagining Sales Productivity &#038; Leadership","datePublished":"2021-09-27T07:30:18+00:00","dateModified":"2021-09-27T09:52:17+00:00","mainEntityOfPage":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/"},"wordCount":2023,"commentCount":3,"publisher":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization"},"keywords":["Sales"],"articleSection":["Customer Speak","Future of Work"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/","url":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/","name":"Sales Productivity & Leadership Reimagined - worxogo","isPartOf":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#website"},"datePublished":"2021-09-27T07:30:18+00:00","dateModified":"2021-09-27T09:52:17+00:00","description":"Deepak Solanki, Head of IT & Digital (AMEA & ANZ), CNH Industrial on sales challenges and how behavior insights drive sales productivity.","breadcrumb":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/sales-productivity-interview\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/worxogo.xogoweb.com\/legacy\/"},{"@type":"ListItem","position":2,"name":"Reimagining Sales Productivity &#038; Leadership"}]},{"@type":"WebSite","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#website","url":"https:\/\/worxogo.xogoweb.com\/legacy\/","name":"worxogo - Drive Sales Behaviors","description":"Drive Sales Behaviors","publisher":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/worxogo.xogoweb.com\/legacy\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#organization","name":"worxogo","url":"https:\/\/worxogo.xogoweb.com\/legacy\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/","url":"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png","contentUrl":"https:\/\/www.worxogo.com\/wp-content\/uploads\/2021\/07\/logocolor.png","width":194,"height":38,"caption":"worxogo"},"image":{"@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/in.linkedin.com\/company\/worxogo","https:\/\/www.youtube.com\/channel\/UCFJt8BSV0O3H0uw7skaVA4g"]},{"@type":"Person","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/eba98a30a1ad9c74ae4611fe18b1807b","name":"Anant Sood","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/worxogo.xogoweb.com\/legacy\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/312b264b1d31308318f109af92f92f31a6c1d827f03d831c3283d5a179e2d4e9?s=96&d=mm&r=g","caption":"Anant Sood"},"url":"https:\/\/worxogo.xogoweb.com\/legacy\/author\/anant-sood\/"}]}},"_links":{"self":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/9632","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/comments?post=9632"}],"version-history":[{"count":53,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/9632\/revisions"}],"predecessor-version":[{"id":9691,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/posts\/9632\/revisions\/9691"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/media\/9687"}],"wp:attachment":[{"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/media?parent=9632"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/categories?post=9632"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/worxogo.xogoweb.com\/legacy\/wp-json\/wp\/v2\/tags?post=9632"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}