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3M Sales

To accelerate revenue growth across 3M's diverse portfolio by connecting innovative solutions with global customer needs to establish 3M as the premier innovation partner

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To accelerate revenue growth across 3M's diverse portfolio by connecting innovative solutions with global customer needs to establish 3M as the premier innovation partner

Strengths

  • PRODUCT: Diverse portfolio spanning multiple industries and markets
  • INNOVATION: Strong R&D capabilities with 51K+ patents globally
  • GLOBAL: Established presence in 200+ countries with localized sales
  • BRAND: Trusted 120-year legacy and strong brand recognition
  • RESILIENCE: Proven ability to pivot during market disruptions

Weaknesses

  • FOCUS: Too many product lines diluting sales effectiveness
  • INTEGRATION: Siloed sales approach across business divisions
  • DIGITAL: Underdeveloped e-commerce and digital sales channels
  • AGILITY: Lengthy sales cycles and slow go-to-market processes
  • ANALYTICS: Limited data-driven sales insights and forecasting

Opportunities

  • HEALTHCARE: Post-spin growth in focused healthcare solutions
  • SUSTAINABILITY: Rising demand for eco-friendly product innovations
  • EMERGING: Accelerated growth in Asia-Pacific and developing markets
  • DIGITALIZATION: Enhanced customer engagement through digital tools
  • SUBSCRIPTION: Recurring revenue models for industrial clients

Threats

  • COMPETITION: Increasing competition from specialized players
  • ECONOMIC: Global economic uncertainties and inflation pressures
  • LITIGATION: Ongoing legal challenges affecting market confidence
  • SUPPLY: Supply chain disruptions impacting product availability
  • COMMODITY: Raw material price volatility affecting margins

Key Priorities

  • DIGITAL: Transform customer engagement with unified digital tools
  • SOLUTIONS: Shift from product to consultative solution selling
  • ANALYTICS: Implement advanced sales analytics for forecasting
  • SUSTAINABILITY: Capitalize on eco-innovation as revenue driver
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To accelerate revenue growth across 3M's diverse portfolio by connecting innovative solutions with global customer needs to establish 3M as the premier innovation partner

DIGITAL DOMINANCE

Transform customer engagement with best-in-class digital

  • PLATFORM: Deploy unified digital engagement platform across 80% of global sales teams by Q3
  • ADOPTION: Achieve 65% customer utilization of digital tools with 85% satisfaction rating
  • EFFICIENCY: Reduce sales cycle time by 20% through digital process optimization
  • ANALYTICS: Implement AI-powered analytics dashboard with 90% sales team adoption rate
SOLUTION SELLING

Shift from product to high-value consultative solutions

  • TRAINING: Certify 100% of account executives in solution selling methodology
  • PACKAGES: Create 15 industry-specific solution bundles with clear value propositions
  • PILOTS: Launch solution selling approach with 50 strategic accounts, measure NPS impact
  • UPSELL: Increase average deal size by 18% through consultative selling techniques
DATA MASTERY

Harness data for predictive insights and decision-making

  • FORECASTING: Implement AI-driven sales forecasting with 85% accuracy rate
  • SEGMENTATION: Create dynamic customer segmentation model covering 90% of accounts
  • LEADS: Increase marketing qualified lead conversion rates by 25% through data insights
  • RETENTION: Deploy predictive churn model with 75% accuracy and intervention protocol
GREEN GROWTH

Drive revenue through sustainability-focused innovations

  • PORTFOLIO: Generate 30% of new revenue from sustainability-certified products
  • MARKETING: Launch sustainability value calculator for 80% of eco-friendly offerings
  • ENABLEMENT: Train 100% of client-facing teams on sustainability selling narratives
  • PARTNERSHIPS: Establish 5 strategic eco-partnerships with industry sustainability leaders
METRICS
  • Organic Revenue Growth Rate: 5-7%
  • Sales Productivity: $2.5M per rep
  • Net New Logo Acquisition: 1,500
VALUES
  • Customer Centricity
  • Science-Based Innovation
  • Operational Excellence
  • Sustainable Growth
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Align the learnings

3M Sales Retrospective

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To accelerate revenue growth across 3M's diverse portfolio by connecting innovative solutions with global customer needs to establish 3M as the premier innovation partner

What Went Well

  • HEALTHCARE: Strong performance in medical solutions post spin-off
  • MARGINS: Adjusted operating margins improved through restructuring
  • SAFETY: Safety & Industrial segment demonstrated resilient growth
  • INNOVATION: New product introduction rate exceeded targets by 8%
  • INTERNATIONAL: Double-digit growth in emerging markets, especially APAC

Not So Well

  • ELECTRONICS: Transportation & Electronics segment underperformed
  • LITIGATION: Ongoing legal challenges continued to impact earnings
  • SUPPLY: Supply chain disruptions affected product availability
  • ORGANIC: Organic revenue growth fell short of projected targets
  • DIGITAL: E-commerce transformation progressing slower than planned

Learnings

  • FOCUS: More targeted portfolio approach yields better results
  • AGILITY: Market responsiveness critical in volatile conditions
  • DIVERSIFICATION: Geographic diversification provides resilience
  • INNOVATION: Accelerated product cycles drive revenue growth
  • EFFICIENCY: Operational excellence directly impacts profitability

Action Items

  • ACCELERATE: Digital transformation of customer engagement platforms
  • IMPLEMENT: Advanced analytics for improved sales forecasting
  • DEVELOP: Solution-based selling approach across all business units
  • EXPAND: Sustainability-focused product offerings in key markets
  • ENHANCE: Sales team capabilities through targeted training programs
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To accelerate revenue growth across 3M's diverse portfolio by connecting innovative solutions with global customer needs to establish 3M as the premier innovation partner

Strengths

  • DATA: Vast repository of customer data across diverse industries
  • SCIENCE: Science-based culture conducive to AI experimentation
  • EXPERTISE: Strong technical talent base for AI implementation
  • RESOURCES: Financial capability to invest in AI technologies
  • USE-CASES: Multiple business units providing diverse AI applications

Weaknesses

  • INFRASTRUCTURE: Legacy systems hindering AI integration
  • SKILLS: Gap in specialized AI sales enablement capabilities
  • ADOPTION: Inconsistent AI utilization across sales organization
  • GOVERNANCE: Unclear AI strategy and implementation roadmap
  • RESISTANCE: Cultural resistance to AI-driven sales approaches

Opportunities

  • PERSONALIZATION: AI-enabled customer journey customization
  • FORECASTING: Advanced AI for more accurate sales predictions
  • AUTOMATION: Sales process optimization through AI automation
  • INTELLIGENCE: Real-time competitive and market insights via AI
  • PRICING: Dynamic AI pricing models to maximize revenue

Threats

  • PRIVACY: Increasing global data protection regulations
  • COMPETITION: Competitors adopting AI faster in sales processes
  • TRANSPARENCY: Customer resistance to AI-driven interactions
  • INVESTMENT: High implementation costs with uncertain ROI
  • DISRUPTION: AI potentially disrupting traditional sales channels

Key Priorities

  • PLATFORM: Develop unified AI sales intelligence platform
  • ENABLEMENT: Launch AI-driven sales enablement program
  • PREDICTIVE: Implement AI forecasting for pipeline management
  • EXPERIENCE: Create seamless AI-enhanced customer journeys