CASE STUDY: SALES CAPABILITY

THE SOLUTION

Working with the launch marketing stakeholders and senior L&D team, we created an experiential and practical learning programme that empowered the high-potential sales teams to:

• take ownership of their performance,
• effectively articulate and represent the medicine, and
• control the impression that they give to their clients in every interaction.

This programme consisted of 2 LEARNING TOOLKITS and 2 TRANSFER STUDIO activities

THE TOOLKITS: Maximise my Presentation Impact and Bring Data to Life

Two 180-minute sessions equipped participants with simple, revelatory skills and behaviours to consistently project and embody professional excellence and communicate any message with more power, presence and authority. .

THE STUDIO: the Rehearsal Lab and Manager’s Performance Coaching

An exciting 180 minute “in person” session where participants are treated like actors and given strong “directive” coaching. Participants practise new behaviours, skills and/or techniques in a variety of challenging “deeper dive” practise exercises and received individual and group coaching and feedback to consolidate new skills and fine-tune their presentation impact in a safe, supportive environment.

It was recognised that the line managers played an important role in supporting the continuous and social learning in their teams and the wider organisation. We provided a coaching matrix to enable the managers to run their own “The Method” GLOW AND GROW appraisals, to support long term performance enhancement in their teams

Managers are then encouraged to ask participants what they learned, and where they are going to use The Method to enhance their performance and results. A follow up session a few weeks later analysed if things were actually done differently and review what was actually achieved.