Embedding a Sales Discipline: Creating a Performance Culture
Energy
The client
A large energy company that incentivizes investment in energy-efficient solutions for business and personal homeowners
Challenge
- Meeting high external and internal growth expectations in a rapidly changing energy market that was causing decline in customer motivation to invest in gas, energy-efficient solutions
- Attaining a stronger sales culture by adapting more structure and discipline in managing team performance
HORN Solutions
- Designed a new performance system, composed of four components:
- Defining the most important goal to achieve
- Establishing the three KPIs that best predict successful achievement of the main goal
- Designing a scoreboard tool to track / profile results
- Establishing biweekly management meetings to unite team on progress and required action steps
- Facilitated collaborative, iterative working sessions to maximize buy-in by leaders and staff:
- Leading sales and marketing leaders to define the main goal
- Helping each department to define their top three KPIs and scoreboard tool
- Prompting leaders to define management meeting structure
- Training leaders in conversation skills to hold team members accountable in biweekly
management meetings