The downturn in the economy has affected most companies, not
only financially but also damaging the motivation of the sales people
on the front line.
Whilst working with a leading Procurement Outsourcing Group, it became
apparent that it was not a lack of skills that was stopping sales (figures
were in line with the market fall of 38%), but a gradual erosion of the
people's motivation.
We worked with the Sales Management team developing an 'Inspirational
Coaching' initiative, which was about inclusion, engagement and setting high
standards.
In the first financial year of the activity the sales team as a whole held the
revenue 'haemorrhage' to minus 8%, whilst the other players in the market
continued their downward spiral to end the year at minus 45%. The client
company also saw a decrease by 50% of the attrition rate of their senior,
well-regarded consultants, which was attributed to the added-value of the
programme.
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