#20 - Commercial Excellence best practices in a global industrial B2B setting - Learnings from Jerker Olofsson

In this episode, we talk with Jerker Olofsson, VP Commercial Excellence at Alleima, about how systematic sales excellence can deliver 30-40% increases in order intake per salesperson. Drawing from 26 years at Atlas Copco, he explains why sales has been treated as a "black box" for too long, how to turn salespeople into their "Kobe Bryant" versions through structured processes, and why you need processes before you can automate or apply AI.His advice? Stop treating sales like magic and start treating it like the competitive sport it is.https://www.alleima.com/[00:00] Introduction and Background[02:34] Sales Excellence and Commercial Excellence[05:15] The Journey into Sales[07:26] The Importance of Sales[10:20] Sales Excellence Methodology[12:32] Framework for Commercial Excellence[14:18] Challenges in Sales Management[18:22] Driving Change in Sales[21:04] Centralization vs. Decentralization in Sales[24:41] The Future of Sales and AI[27:30] The Evolving Role of Salespeople[34:54] Building Customer Confidence[38:10] The Importance of Content in Sales[45:11] Future of Commercial Excellence[46:34] Measuring Success in Sales

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