Team development

Case study 3 - Team development

Background and Problem

The business is a very successful multinational organisation, which had to endure changes from mergers and acquisitions over the past five years. The Irish operation had enjoyed good growth over a ten year period, but the impact of changes both internally and externally had eroded market share. As a result the sales team morale was very low due to objectives and targets been missed, plus earnings were down as a result of low bonuses.

Actions Taken

A complete evaluation of the team's strengths and weaknesses was carried out using
Craft Personality Questionnaire (CPQ). The reports identified clearly each team member's,

• Drive and motivation
• Preferred communication style
• Compatibility to their role
• Coaching requirements
• Primary selling style

Business Coaching was provided to the Sales Manager in order to work through the changes that needed to be implemented. Workshops were used in order that each member would understand the different behaviour styles of their colleagues and the buying styles of their customers. A 90 day written development plan was introduced for all in order to increase sales activity. The plan was assessed each week during the sales meeting. One-to-one coaching was provided by the Sales Manager on a weekly basis to provide support and identify commitment to the agreed activity targets. Surveys were carried out with key customers and the feedback was used to improve structures and the service offering.

The Result

In the first six months sales increased by over 40% on the same period in the previous year. This growth was more than double the industry average. Communication improved within the team due to the improved awareness of the different styles. Stress levels among team members decreased while income and job satisfaction increased.