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People + Process = Performance

Success Stories

We have been improving the performance of organizations, teams and individual performers for over 40 years. Please read the examples of results we’ve helped some of our clients achieve. Then let’s talk about how we can produce similar results for your organization.

Business Need

The sales force was not using a common selling process/model. This business had serious problems with forecasting, generating leads, qualifying prospects and securing new customers. They experienced inconsistent sales performance and persistent high turnover.

Our Solution

We facilitated multiple Discovery Planning® sessions with exemplar field sales managers to identify required selling tasks, define performance requirements and identify gaps. Subsequent sessions guided these managers to develop, prioritize and implement improvement actions. Once consensus was achieved on requirements and actions, we captured their best practices into a blueprint for success to improve selection, training and on-the-job coaching.

Results

The entire sales organization adopted the same playbook. Managers consistently followed practices and executed strategies which they owned and helped create. The results were faster-ramp up times, improved productivity, reduced turnover, increased sales to new and existing accounts, greater account penetration/retention and stronger customer relationships.

Business Need

We were retained to produce a replicatable training system to be consistently administered by multiple managers in dispersed company locations. Program requirements were to 1) support the new employee onboarding process and 2) enable new team members to demonstrate safe work practices in compliance with company health, safety & environment policies.

Our Solution

We created an interactive PowerPoint presentation, Leader’s Guide, Employee Guidebook, Knowledge Assessment (quiz) and performance support tools to fully engage new performers and ensure consistently delivered training with measurable outcomes.

Results

Company managers  were able to consistently and fluently conduct briefings for new employees on health, safety and environment requirements and assess both their learning and on-the-job compliance. Our program design was adopted as the model for onboarding training for other company divisions.

Business Need

Systemic communication failures and lack of cooperation between functions at multiple plants created costly production errors, late shipments and customer dissatisfaction. Problems were compounded by unskilled supervision, a wide variety of customized products, special rush orders and inconsistent operating processes.

Our solution

We facilitated multiple Discovery Planning® sessions with exemplar field sales managers to identify required selling tasks, define performance requirements and identify gaps. Subsequent sessions guided these managers to develop, prioritize and implement improvement actions. Once consensus was achieved on requirements and actions, we captured their best practices into a blueprint for success to improve selection, training and on-the-job coaching.

Results

Customer focus became the top priority, with everyone in sales, operations and customer service working to meet customers’ needs and requirements. The newly-engaged teams tore down communication barriers and improved work relationships between departments and functions. Reductions in errors and scrap produced substantial cost savings within days of implementing new work processes.  Employee relations improved and inter-departmental cooperation and collaboration became the norm – the expected standard – rather than the exception. Most important, all personnel acknowledged that company, team and individual success required everyone to work together towards a common goal: Customer Satisfaction.

Learn how we make a difference.