Background

A recognized world leader in the manufacture and sale of specialty industrial products addressing safety and material handling needs. The organization employs approximately 1600 world-wide, and maintains more than 30 different representative organizations at over 100 locations throughout Asia, Europe and North and South America.

The task was to capture the high performance behaviors of 200 Sales Representatives, identify desired competencies, establish a standard sales process for success, introduce new technology to the sales environment, and coach the behaviors to all 200 Sales Representatives and their Managers.

The effort was embraced and monitored by 30 Executives, 5 independent sales agency Principles, and 20 Sales Managers. Half of the Sales Representatives worked for Independent Representative Organizations. Naturally, each of these high performing executives and managers had their own ideas on how the task should be accomplished so getting buy-in was critical.

Challenge

• Strong internal political environment (many solution ideas, skepticism and low trust)
• Wide variety of experience and existing skill sets
• Multiple reporting structures (large gap in measurement and coaching methods)
• Aggressive growth objectives

Results

• Achieved solid integration, involvement and endorsement of entire executive and management team
• Provided common simple sales process for which to hole people accountable
• Delivered professional coaching method from which to develop individual team members
• Designed highly productive tools/checklists to help people adhere to the process
• Conducted a personal coaching initiative for sales management and enhanced their ability to grow their team
• Exceeded all financial growth objectives
• Significantly increased customer satisfaction levels