What We Do
A leading toy manufacturer wanted to encourage their account managers to make a transition from sales-people to commercial managers, managing the account as if it was their own business.
We created a programme which helped the participants improve their understanding of the economic and financial aspects of the account, in order to identify and quantify the impact of their decisions, choices and activities on the Profit & Loss statement of both the client and the customers. In a highly dynamic context and in a V.U.C.A. environment (volatility, uncertainty, complexity and ambiguity), the importance of planning, understanding and anticipating trends, adopting a culture of data insight and translating insights into value proposals is key – so the programme also aimed to develop strategic and account planning processes and skills.
Gianpiero Di Girolamo, Grocery & Specialists Director, LEGO
One of the largest manufacturers of outdoor recreational equipment wanted to upgrade its level of sales capability and introduce a common way of engaging customers and prepare for customer meetings.
First of all, we conducted a number of customer meetings to assess the current state of play and identify the main capability gaps in the team. Then we developed a sales framework and toolkit which was rolled out nationally to all field and office-based personnel. To support this programme, we also conducted 1:1 follow-up coaching sessions out in the field, and ran refresher workshops. This made sure that the new sales model was well embedded and became a standard way of working throughout the sales organisation.
Patricia Ventura, Learning and Capability Programme Manager – Marketing & Sales, Nestlé
One of the world’s largest food manufacturers needed to build their account managers’ skills and confidence in Negotiation.
We worked on the content, structure and activities of the training programme with the client’s Learning and Capability Programme Manager for Marketing & Sales, and developed a foundation programme that was just right for the company’s needs and industry. The programme now forms part of the client’s training academy, and is regularly run throughout the world.
One of the world’s largest food manufacturers needed to develop one of their leadership team’s Leadership and Coaching capability.
First of all, we conducted 360 degree assessments across the leadership team using Roche Martin Emotional Capital reports. Then, we ran a DISC assessment and a workshop to help people to better understand themselves and their teams. Then we ran 1:1 coaching sessions to identify emotional intelligence strengths and gaps, and to develop personal action plans. We also ran a programme to train managers in coaching skills and agree ways of working, to ensure that the style of Leadership would be consistent across all departments.
We are proud to enjoy long-term partnerships with some of the leading consumer companies in the world; these are some of them...