Head of US sales, Michael Hickey of Astra Zeneca had a clear sales strategy which helped 6000 people strong US sales force achieve break through performance in the US region. Astra Zeneca, which is a global pharmaceutical major with over USD 12 billion in sales, later adopted such a strategy process across other major geographies. Strategy was one of the major components of successful transformation of IBM (Louis Gerstener 2003). Among others, Gerstener pursued creating focus on services, adopting open standards, moved product lines and above all changed the culture of the company.
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