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"Of all our human resources, the most precious is the desire to improve".

case studies

#2: Major Telecoms Provider

Situation:

The client was looking to improve the performance of the sales management team. A number of them were new to the role and had inherited existing sales teams and people challenges. Additionally they were being targeted with delivering significant increases in volumes within their first year in charge.

Solution:

A programme of 1:1 coaching sessions was introduced on a bi-monthly basis, focusing on developing their personal effectiveness and introducing a robust performance management system.

The sessions were run on a ´live´ and interactive basis, by identifying a particular business challenge and using a Balanced Scorecard approach to analyse the issues and options before developing action plans for the coming month. A performance management system was also developed over time, using a QQD (Quantity, Quality and Direction) model to help monitor individual performance.

The results were immediately noticeable in terms of behavioural change. Managers began to focus on their people not paperwork and one saw a five-fold increase in sales over a 6 month period. Performance reviews now take a maximum of 1 hour and require two simple forms to analyse all aspects of sales performance.

The client has now chosen Xperion to develop a selling skills workshop for the Territory Sales teams.