CLIMB for Collaboration

CLIMB for Collaboration

Boosting sales performance within a collaborative culture at leading International Insurer.

Challenge

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.

Challenge

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.

Solution

 

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:

Analysis – 360 interviews and feedback

Peer to peer and stakeholder feedback to assess perceived strengths and development areas of individuals

3 team workshops

Reset, Review(checking progress), Reflect (bringing it all together)

6 individual coaching sessions

Encourage individuals to look at interference or blockers to actions

Empowering individuals to perform better

 

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.

Outcome

The impact of ‘CLIMB for Collaboration’ for the sales team has been significant. A team spirit has been cultivated and their perception across the wider business with internal stakeholders around collaboration has improved

The Head of Sales has seen a dramatic difference across all of the team and in particular the positive behaviour of some individuals, which has impacted on the business’s substantive YoY growth.

“The sales team are demonstrating better collaboration with operations; they now have a greater understanding of the operational teams’ requirements and are more flexible in accommodating their needs.”

Comment from Operations Director

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Global Eloquence
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KT19 8JZ
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bradley@globaleloquence.com

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