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Case Studies

Town & Country - Xceeda Group
03 Apr 2017

Posted by: pgale

The opportunity: The national sales team were struggling to maintain or increase shelf space and wallet share within their retail outlets across the UK. They were selling high quality gardening accessories like wellington boots, gloves, outdoor clocks, weather-vanes and hand tools into large garden centres like Notcutts. The leadership team were unclear of the reasons and unsure how to improve the situation. The sales-force were based all over the UK and not coming together for regular sales meetings. Communication was not strong and turnover of team members was too high and based on achievement or otherwise of sales figures The solution: We worked with the leadership team to create a survey to put out to the sales team to gather their feedback on how to improve sales. We also asked the leadership to position this exercise with the sales team as a positive step in engaging all of them in the design of meaningful development interaction. Having collated the responses (100% return) and setting them…

Tarmac - Xceeda Group Case Study
03 Apr 2017

Posted by: pgale

The opportunity: The national sales management team were typically ex construction managers and engineers by trade and being increasingly being expected to perform as sales performance managers using approaches such as 1:1 meetings, appraisals, performance reviews and coaching sessions. Many of these managers were either unskilled or unimpressed by “modern” management and leadership techniques and models and therefore using outdated and autocratic approaches to leading their teams towards the achievement of targets. Staff satisfaction results were poor in some key areas and morale was low. Sales people were feeling pressured and bullied without any real development or guidance and managers were feeling that they were being asked to conduct unnecessary activities like coaching sessions, observed meetings, performance development meetings, appraisals, all taking them away from crucial operational management tasks. The solution: Actors were engaged to play the role of a number of sales people types including the over performer, the under-performer, the “you can’t teach me anything” character and the down trodden potential leaver showing…