The Catalyst

Our client provides innovative new Field Sales Marketing solutions to Global Blue Chips like Red Bull, DELL, Unilever, GSK and Caterpillar.  As the business developed through a strategy of acquisition, the Sales Teams and Sales Leadership need to transform their approach to developing its customers while also being able to execute the sales strategies for their customers within retail outlets.

“If I was to sum up People Hub and describe them to someone else, I’d describe them as a curious, results driven partner, a group of people who are keen to listen, keen to provoke ideas, keen to challenge, and then keen to deliver solutions that make a real difference to our performance.”

HR Director

The Solution

The Commercial Academy provided the UK business with the skills, tools and ways of operating to make the step change in their commercial performance.  The Academy consisted of the following to support the transformation

A “Pulse” Team

A “Pulse” Team to act as co-creators, sponsors, coaches and local implementors of the programme internally and with Clients

Senior Leadership Programme

A Senior Leadership Programme to engage, align and enable the solution to be proactively supported throughout the business and be sustainable by making this a strategic priority

Leadership Excellence Training Programme

A Leadership Excellence Training Programme to enable a step change in Manager capability to embed and coach but also gain engagement of the Teams with the new strategy

Commercial Excellence Training Programme

A Commercial Excellence Training Programme to build capability of both Sales people “selling to the Clients and of those selling to Retail Customers

Commercial Excellence Competency Framework

A Commercial Excellence Competency Framework for all different sales levels including Sales Leaders to help assess capabilities and build ongoing development plans

Optimisation Programme

An Optimisation Programme combining activites to embed learning, share best practice, recognise performance and identify continuous improvement opportunities

Future Proof Outcomes
Putting people first

As a business that prides itself on putting “people first” and creating an engaging culture, having a positive impact on its people was one of the “input” measures important to measure. Not just the positive impact of People Hub on the people who took part in the programme, but also the positive impact on those people who didn’t go on the programme, but had a manager or cross functional colleague who did. In addition, being in a highly competitive field, where ROI is a key measure, quantifying what incremental business results were delivered as a direct result of using ideas from the programme were key. The 2 measures chosen were incremental revenue and Customer NPS scores. With a positive impact seen all around, the aspiration is to upscale the programme across Europe and later to other global markets.

  • Incremental sales of £360,000 (UK market only)
  • Highest Employer Satisfaction Survey scores in their history
  • A move to 2nd in their Customer NPS ranking list for the first time