What they needed
Having completed a strategic review, this global healthcare product provider had set a number of key objectives to deal with a range of commercial challenges. One of the objectives required the reinvigoration of the sales effort and driving up market share. Training for the sales team was highlighted as a key requirement.
How we helped
Momenta’s Training & Development associates initially conducted a series of TNAs and research exercises. The output from this research was combined with best practices within the organisation and from outside by the associates to produce a development programme for the sales teams and their managers. The programme used behavioural analysis techniques, designed to raise self-awareness within the sales teams and their management, and developed their ability to adapt to the diverse behavioural styles of their customer base. Alongside this, we initiated a ‘coaching circles’ programme to develop the managers’ coaching ability, so that they could add real value and performance improvement could be sustained.
