Success stories

Gonzalo Morales is an executive with more than 30 years of experience in sales leadership and management across multiple industries. He has led the Commerce, Retail, and Industry Division at H&CO Latam since 2019. He has held key roles such as Corporate Commercial & Professional Services Director at Unisys, Sales Director at XMS Chile, and General Manager at Informat S.A., among others. His career includes positions at companies such as Qlik, Provectis, CMetrix, and AlfaPeople. He is a Commercial Engineer with an MBA from Pontificia Universidad Católica de Chile and studies in Change Management from Pennsylvania State University. 

Background

When I took over the New Names Division for the Retail vertical in Chile at Inxap, SAP Gold Partner, now part of H&CO Technology, in late 2019, I faced the challenge of substantially increasing this unit's sales productivity — and with it, its ability to generate EBITDA for the company. Strengthening the team's sense of belonging and restructuring operations around ERP industry best practices was critical.

Solution

In collaboration with Imppulsor, we developed and executed an ambitious two-year work plan that significantly transformed our sales planning and monitoring resources. We established and optimized operating processes by adopting an advanced Solution Selling methodology, ensuring a more strategic, customer-centric approach. In parallel, we implemented a comprehensive change management program that included ongoing support across key monthly, quarterly, and annual milestones.

This initiative not only simplified our operations but also professionalized our sales force, increasing its effectiveness and aligning it with industry best practices. As a result, we achieved a substantial improvement in sales performance, positioning our company as a leader in SAP solutions.