The assignment involved the sales department of a well known metropolitan FM radio station. The objective was to improve the sales performance of a sales executive of the direct sales team.
An extensive assessment procedure took place with senior management and the participant. A clear profile of the organisation was established and key end results were fixed.
An intensive twelve week programme with specific performance goals and objectives was designed. The clearest indication of the success of the programme was that in the eighth week the direct sales team wrote $200,000 and of this the participant alone wrote $147,000. By the first week of the following month the participant had achieved 73% of his required budget for that month. For some time prior to this programme the sales executive had been consistently falling short of budget requirements.
Client Advisory Centre team
The Client Advisory Centre was a business unit established by this multi national company. It had consultants located around Australia and its function was to contact lapsed clients and onsell new and existing financial products to prospects. Twelve months after its beginnings, the business unit employed fourteen people and within two and a half years the unit had nearly tripled in size, demonstrating the success of the work they were doing.
The task was to facilitate the building of a strong national team with a sense of common identity and shared values who could communicate highly effectively. A thorough assessment was undertaken to establish an organisational profile and identify roadblocks to success. The vehicle for this programme was a series of national conferences. Each one reinforced and celebrated key achievements of the team and challenged the team to find more cohesion and as a result perform at a higher level. The national structure of the unit highlighted some key procedural and technological communication problems that were necessary to overcome in order for this profitable business unit to continue to grow. Upon reflection this national team achieved significant milestones with regards relationship building, team cohesion and performance improvements.
INTERNATIONAL FINANCIAL SERVICES COMPANY
METROPOLITAN FM RADIO STATION
Peter has undertaken a large variety of projects over the years. Below are some of Peter's larger projects but has a particualr likely to work with motivated career minded people searching to develop their professional capabilities.
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The national team
As a large national financial services organisation there is a need for effective communication within and between state sales teams. For the distribution teams to build on their growth, a national sales conference was convened.
The objective was to generate a mutually supportive and productive environment to redefine the business plan process and to gain agreement on the key elements of the plan. The philosophy adopted was that more involvement in the process would give greater ownership, which would in turn translate into higher profitability.
The assignment was two fold. Firstly, it was necessary to work with state managers helping them recognise and understand their coaching role during the conference and beyond, and to develop a sense of common purpose so they could better identify as part of the national team. Significant to the success of the conference was their ability to set appropriate objectives and counsel their teams through the planning stages.
The second component involved the forty members of the national team. It was necessary to facilitate a programme that would enhance the sense of belonging with their respective state and national teams and further improve communication. An experiential learning exercise took place where these aspects were clearly highlighted. A debriefing session followed which added impact to achieving the outcomes.