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Start-up company in the financial services sector
SITUATION NOW:
High degree of dissatisfaction amongst the team of employees. Large
deviation of revenue results from the business plan.
TARGET SITUATION:
Attainment of turnover and revenue goals in strategically important
product groups. |
Where?
Search for the activity with the strongest leverage.
Result: not team training as originally planned, but instead
qualification of the team leaders; team leader management takes part in
all activities.
What?
Ascertaining the required competence development for each team leader.
How?
Short, collective interval training sessions alternate with individual
coaching sessions and live situations. Each training session responds to
current issues in implementing goal attainment, such as implementing
best practice models for under-performers. |
Considerable professionalization of sales activities. Almost 100%
goal attainment in the strategically important product groups.
Lessons Learned:
2 success factors:
- Integration of immediate superior
- Focus on individual coaching
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