Unisys shakes up sales efforts

Unisys will reorganise in an attempt to boost turnover by reducing internal competition and the duplication of its sales efforts.

Unisys will reorganise in an attempt to boost turnover by reducing internal competition and the duplication of its sales efforts.

The move began last week after Larry Weinbach, chief executive of Unisys, said he was "embarrassed" because sales looked as if they would slow during the first few months of next year as he takes the firm to more lucrative services.

Sales staff will sell hardware, software and services to communications, public sector, financial services, transportation, publishing and commercial markets.

Under the current system, customers could expect a visit from up to three staff selling such products individually, Weinbach explained. "We had problems over internal competition," he said.

Unisys experimented with its single point of accountability sales initiative last year, implementing it among its 200 biggest clients.

Weinbach said the company would also launch an ecommerce website next year for customers to buy products online.