Our client was looking to enhance their overall Business Performance and Productivity. They wanted to operate like a start-up but with the experience of a well established organization. They had hired senior sales consultants from well-established and large companies and were having a challenge in building organizational affinity with these sales leaders.

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Key Challenge

To build the culture and discipline of their Sales Organization to:

• To improve Collaboration and Organizational Agility

• To increase the Responsiveness and Sense of Urgency

• To enhance the Pride in the Organization

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Our Approach

• We took a very inclusive approach to influence and change the culture and behaviors of the Sales team. The approach we followed included:

• Upfront identification of Change Champions from the Sales teams, assign cross-functional teams and task them with ideation amongst the organization to come up with ways to address the current challenges.

• Focus was on getting their buy-in and ownership to the ideas and thereby reduce their resistance to change.

• Leadership buy-in, support and drive through regular communication & governance meetings with the team.

• Converted the subjective cultural measures into objective measures aligned with their Business imperatives.

• Creation of templates and giving them tools to plan, execute, monitor and assess progress of each focus area.

• Creating the Cultural DNA pocket guide detailing R&R, metrics, behaviors and guiding principles.

 

Effilor's Solution

• Increased sharing of insights and improved collaboration across teams leading towards a Learning Organization.

• Increased drive to handle tough customers and turn-around accounts that are not performing well.

• Sales people considering themselves as Brand Ambassadors thereby enhancing the company’s brand.