CASE STUDY - Change Management: The Importance of Engagement

Category: Sales Training

Making a strategic change within your sales team can be successful when communication across all levels of the team is open and constant. 

The Client:

A Global Fortune 100 consumer packaged goods company in Canada

The Challenge:

  • Flat category and brand sales growth, eroding margins, and declining brand equity - shoppers buying almost exclusively “on deal”
  • Major change initiative with likely resistance from sales and cross-functional team members
  • Lack of holistic strategy to link and communicate initiatives to the team
  • Goal to unify 5 disparate brands and organizations in order to strengthen position in retail marketplace

HORN Solutions:

  • Developed branding for change efforts / initiatives
  • Created Strategic Roadmap linking disparate initiatives 
  • Created Communication Strategy and messaging
  • Provided toolkit to support leaders in consistent communication
  • Led employee working sessions to communicate initiatives and build engagement and alignment 
  • Designed and delivered training in North America and Europe for leadership, coaching, selling and planning skills - unifying the new organization’s values and behaviours

The Impact:

Looking to make a similar transition with your sales force?

Connect with a HORN Client Solutions Consultant to learn more about our custom training solutions.