Elevating Leadership Performance
Client: World’s Largest Global Account for this Fortune 500 – Global IT
Consultancy, Systems Integrator and Outsourcer:
Challenge:
The client sought a significant improvement in the performance of their largest global account, which comprised approximately 2,000 staff members. They engage our services to develop a new sales Target Operating Model (TOM) and to identify and design the skills and behaviours necessary for growth, assessing their team’s capability and potential against these new standards.
Approach:
- Capability Framework Design: We crafted a comprehensive capability framework for various sales function within the team, defining future skills and behaviours crucial for recruitment, career development, and training purposes.
- Comprehensive Assessment: We conducted a thorough assessment of each individual in the sales team against the new capability framework, employing techniques such as capability interviews, role-playing assessments, team-based gaming activities, and psychometric test.
- Development Program: Based on the assessment findings, we developed a tailored leadership and sales team development program, including training workshops for the entire team and personalised one-on-one executive and performance coaching sales team leadership.
Outcome:
- Improved Performance Insights: The client gained a profound understanding of the specific actions required to enhance the sales team’s performance and motivation, backed by data-driven insights.
- Targeted Development Areas: Our assessment provided pinpointed key development areas necessary for achieving the highest uplift in performance.
- Predictive Insights: The client obtained predictive insights into future success factors and business imperatives for the team, enabling strategic planning.
- Structured Competencies: A structured set of competencies was established to support the leadership team in recruiting, developing, and promoting sales professionals effectively.