A leading plastics production and distribution company decides to invest in a high-potential sales resource, with the goal of building a new division dedicated to a vertical market, developing an ad hoc offering.
Foreword
The company has an excellent positioning for its key product in the plastics sector, but the increased competitive push from others in the industry is prompting the CEO to decide to invest in the development of other products to complement the range, in vertical sectors that until now have been treated only reactively.
Project
The Business Coaching 4 Manager (BC4M) course began with an assessment of the figure involved to highlight his or her strengths and areas for improvement; the assessment confirmed the potential for growth. A project was then designed and shared with the Company to develop the managerial and strategic skills of the resource involved, which touched on different themes:
- strategic plan: sales data and customer base analysis, product portfolio analysis, qualitative research, budget analysis, cash flow and investment, mapping and weighing potential, segmentation and targeting, CRM strategies, supporting business organization, sales process, key account management;
- Competitive positioning: competitive advantages, communication strategy, marketing activities plan;
- tools for implementation: budgeting, sales forecasting, business plan writing.
The project was spread out over time to allow the regular work activity of the person involved.
In the eight individual meetings, the coachee, with coaching support, worked on a specific project, building, in the meetings and inter-module periods, the division’s development plan, optimizing the time frame between training and action.
The project, which lasted six months and consisted of eight one-on-one meetings with a business coach and a business plan expert, led to the resource involved increasing his skills and taking on more and more responsibilities, resulting in organic and structured growth in the division’s turnover. Business Coaching 4 Manager is the tool that enabled the potential of the resource involved to be tapped, quickly, drastically reducing the time between training and business results.
Results
At the close of the reporting year, the Company found that it had a manager capable of:
- Define and implement a business development plan in a vertical market with high potential;
- Managing resources;
- Strategically use new business intelligence tools.
The business results boded well for the future: sales tripled within 24 months.
