Reinvigorate Corporate SalesA large multinational corporation was struggling to adapt its 75-year-old sales process to changing market conditions. Sales were stagnant, largely due to difficulty attracting new customers.
Rigorous Sales Certification ProgramTo reinvigorate its sales department, the company needed to make a seismic shift in its approach to sales. To facilitate this needed change, the Chatfield Group developed a new, customer-centric approach to sales that took the form of a redesigned Sales Certification program centered on five key components: Territory Management, Business Development, Presentation Excellence, Performance Management, and People Development. By focusing on these five components, and by constantly challenging salespeople to meet and exceed customer expectations, the company was able to increase market share through targeted “go-to-market” sales activities.
Through consultation with management, and by conducting focus groups, process mapping, train-the-trainer sessions, and emotional intelligence (EQ) workshops, Chatfield consultants were able to initiate change throughout the multinational sales force. At the conclusion of the engagement, the client recognized a 53% increase in average sales, a 30% increase in close rate, and a 31% increase in product mix.
Train Process Improvement StaffThe HR department of a large, rapidly growing packaging company needed to quickly develop and deliver a comprehensive training program for the company’s process improvement staff.
Design & Implement Process Improvement Training ProgramWorking closely with the firm’s HR group, The Chatfield Group developed a comprehensive training program for the packaging company’s process improvement teams that included team building blocks and both facilitator and TQM training.
Despite tight time constraints, The Chatfield Group achieved rapid delivery of the comprehensive training program to the firm’s process improvement teams.
Retain Key Talent while Building Bench StrengthHistorically, turnover was largely a non-issue for the regional branch of a prestigious federal agency employing nearly 500 scientists, engineers, economists and other highly skilled professionals. Today, however, the agency faces major talent shortages due to an aging workforce.
Develop Customized HR Planning Process to Address Recruitment & RetentionTo address the prospect of significant staff shortages in the future, The Chatfield Group developed a customized HR Planning Process designed to strengthen the agency’s recruitment and retention efforts.
The project included development of a customized competency model, management training, and training of a facilitation team to implement an organization-wide talent-assessment process.