The Challenge:

The newly appointed Chief Commercial Officer for EMEA set ambitious growth targets, including a 22% revenue increase and a 7% improvement in Net Promoter Score. However, several challenges hindered this vision:

• Culture: Sales and Commercial Directors exhibited excessive leniency with clients, lacking accountability.
• Customer Feedback: Some customer segments provided negative feedback, highlighting areas of dissatisfaction.
• C-suite Gravitas: A lack of commanding presence and influence at the C-suite level impeded decision-making and strategic alignment.
• Value Proposition Communication: Ineffective communication of the value proposition due to knowledge gaps, confidence issues, and credibility concerns.

Focus28 Solution:

Combining all initiatives listed below Focus28’s Pioneering Immersive Sales Development Programme was introduced.

• Extensive Research: Conducted external benchmarking research to define excellence in the industry.
• Cultivating Culture: Assessed Sales and Commercial Directors to cultivate a Challenger Culture, fostering dynamic discussions and innovation.
• Leadership Development: Nurtured leaders to enhance their presence and gravitas to enhance leadership efficacy.
• Knowledge Assessment and Coaching: Implemented a knowledge assessment app and provided coaching sessions.
• Structured Mentoring: Established a framework with ambassadors leading thought leadership projects.
• E-learning Integrated: Collaborated with providers to integrate e-learning initiatives for comprehensive learning experiences.
• Personalised Coaching: Incorporated Insights Discovery profiling and coaching for tailored development.

Results:

• Exceeded growth targets with a 27% increase in business regionally.
• Improved Customer Satisfaction Net Promoter Scores by 7%
• Leadership competencies enhanced by 36%, reflecting increased professional presence, thought leadership and value positioning.

Conclusion:

Through targeted interventions addressing cultural, communication, and leadership challenges, the Financial Services organisation achieved significant growth and fortified its position as a thought leader in the industry. The implementation of Focus28’s Immersive Leadership Programme with all the comprehensive learning experiences and strategic initiatives propelled the organisation towards its ambitious goals, laying a strong foundation for continued success.

Quotes from leaders:

"You now have a room full of people who really believe they have a stake in the business and have the freedom to make a difference, nearly everyone talked about experiencing a real mind-set shift, which is an incredible thing to have accomplished in just two days."  Executive Director

"I used the 4P’s model straight away. It has certainly helped me in fine-tuning my value message with customers. And it certainly helped move the meeting to the next level with the customer." Commercial Director

"One of the best training courses I have ever been on and extremely challenging." Sales Director

If you are ready to take the next step in increasing profitability, please get in touch.