Creating a High-Performance Sales Team and Results
Telecommunications
The client
A large telecommunications company, offering customized network solutions for small to enterprise businesses
Challenge
- An increasingly challenging business environment with the convergence of telecommunications and technology, resulting in an expanding competitive set
- Leadership’s goal was to accelerate profitable sales growth and market share gains by creating a high-performance sales organization, recognized as such by its customers and employees
HORN Solutions
- Secured strong executive sponsorship and initiated regular senior sales leadership communication for broad team buy-in and commitment
- Defined specific expectations of “great” selling and managing by creating behaviour-based Competency Profiles for all sales and leader roles
- Assessed 250+ sales team members against Competency Profile behaviours to inform a strategic learning plan, individual development plans and pre-training benchmark
- Designed and implemented a comprehensive, multi-year learning plan for sales people and leaders with a multitude of on-the-job support mechanisms
- Conducted targeted 1:1 executive coaching for sales leaders, informed by tailored leadership assessment, and aligned with training
- Designed and implemented a robust measurement strategy to assess training outcomes, including knowledge testing and 360° behaviour assessment