Case studies
CASE STUDY: Creating leadership at every level in a successful sales team
What was happening:
This client is a highly successful sales house which delivers outstanding figures year after year.
A change of leadership at the top was an opportunity to consolidate on their success and develop an internal culture that would sustain future growth.
Some of the issues included:
- A legacy of top-down leadership meant that decision-making was concentrated at the upper leadership levels, causing bottlenecks and other inefficiencies
- Managers wanted their teams to “take more initiative”, but worked to a high degree of control so people operated with a limited sphere of responsibility
What we did:
We developed a personal leadership programme to involve people at all levels of the organisation in creating a culture of initiative and responsibility.
The programme ran in three tiers, appropriate to the specific delegates at each level:
- Leading Leaders – What leaders do to perpetuate a culture of personal leadership in the organisation.
- Leading Others – Coaching and developing others to create the confidence and skills to take initiative and be accountable.
- Personal Leadership – Building each individual’s sense of personal responsibility and commitment to the organisation
The programme culminated in a whole team session of 70 people – coming together to track progress and created a group view of what their future steps would be.
The results:
Participants described the programme as ‘life changing’ and the shift in team culture is now delivering clear business benefits, with people now willing to show initiative. Managers reported greater clarity about goals, more effective communication and improved internal processes.
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