The Head of Sales managed a senior team of four strong individuals. Despite some challenging dynamics within the team, sales were good, but there was also criticism from internal stakeholders that there was a lack of collaboration with operational teams. Their leader strongly believed that if the team performed better, then sales would increase further and saw this as an opportunity.
The Head of Sales managed a senior team of four strong individuals. Despite some challenging dynamics within the team, sales were good, but there was also criticism from internal stakeholders that there was a lack of collaboration with operational teams. Their leader strongly believed that if the team performed better, then sales would increase further and saw this as an opportunity.
Global Eloquence’s expertise in working with high performing teams to improve collaboration meant we were able to create a bespoke programme; CLIMB for Collaboration, which would deliver against the success criteria set out below:
• Prepare individuals for the ‘next level’ of seniority/management
• To positively impact on sales activity, behaviours and results
• Increase management capabilities
• To encourage and explore collaboration opportunities across business and stakeholder management
• Improve the perception of the sales team across the wider business
The programme included:
Peer to peer and stakeholder feedback to assess perceived strengths and development areas of individuals
Reset, Review(checking progress), Reflect (bringing it all together)
Encourage individuals to look at interference or blockers to actions
Individuals were able to gain a perception of themselves from others’ feedback, empowering them to look at how they could perform better and ensure a more positive perception of the team.
The one-to-one sessions with their coach provided an opportunity for individuals to take stock and reflect. They saw him as a ‘critical friend’ who helped them focus on their goals and put strategies in place to address development areas.