SMDP / Results / Cummins
The manager is the multiplier. Cummins is the proof at scale.
A nine-year partnership. 600+ sales managers developed across every region and division of a global manufacturer.
What changed for Cummins?
600+ managers developed, each continuously developing eight to ten sales professionals: 5,000+ sellers reached through their managers.
What was the challenge?
In 2017, Cummins' sales cycles were out of sync with rapidly changing markets. As an engineering-driven organisation, sales processes followed production schedules rather than customer needs. The symptoms were inconsistent performance across regions, unreliable forecasts disrupting planning, salesperson churn eroding customer relationships, and regional silos.
How was SMDP applied?
Growth Matters International designed and delivered SMDP as a 12-month journey built on the 9 Disciplines of Sales Execution, running through three Seasons with coaching after each. Every Season was contextualised with real Cummins sales situations, terminology and tools. The framework stayed consistent globally; the examples stayed local.
- 2017Middle East and Africa pilot with 20 sales managers. Expansion was requested by the participants themselves.
- 2018 to 2019Regional expansion, rolled out region by region on the back of the pilot results.
- 2020 to 2023Global deployment, all regions live. Virtual delivery added with no loss of impact.
- 2024 onwardsVertical expansion: a General Manager Development Program extends the approach to general managers.
“Upfront, I asked my leader if I really needed this program. I was a 20+ year Sales Management veteran.”
“Now, I am so glad he insisted. There were gaps and opportunities for me to learn so much new thinking. Everything I adopted had massive and sustainable impact on the people in my team.”
What made the difference?
Nine years of continuity turned a program into a culture. Executive sponsorship from day one, managers who owned their own development, and coaching that kept every concept applied on live teams and real deals.
Results are from GMI's in-company program at Cummins, measured by pre and post assessment across 110 management competencies. Published with Cummins' consent.