This session features executive lessons on how Sonoco embedded strategy into everyday account decisions.
Strategic account leaders invest heavily in frameworks, playbooks, and training, yet many continue to face a persistent challenge: leader strategy that does not translate into consistent execution across deals. The issue is rarely the strategy itself, but the absence of a system that operationalizes strategy day to day — one that sustains behavior change, provides leadership visibility, and scales best practices beyond individual talent. In this case study session, Sonoco shares how they addressed this gap by shifting from episodic training to a continuous, AI execution-centered model known as Precision-Guided Selling (PGS). You’ll learn how Sonoco embedded leadership priorities directly into the daily decisions account managers make, at every opportunity and at every stage, while giving executives real-time visibility into how strategy is being applied across the strategic account portfolio.
Participants will gain insight into how Sonoco:
- Governed strategic execution without adding management overhead.
- Scaled consistent strategic account behaviors across teams and markets.
- Increased coaching leverage and accountability for frontline leaders.
- Shifted from lagging performance metrics to actionable execution intelligence.
Designed for strategic account leaders, this session provides a practical blueprint for transforming strategy from a plan into a repeatable, observable, and measurable execution system, at scale.
