Key Account Manager
Denmark
Sales Manager
Singapore
Eduardo
Our brief:
“I am writing from The Strategic Operations Office of Region X. We are responsible for 9 regional offices and 45 affiliates. You have been recommended to us by the Head of Corporate Training and the HR Director of our biggest Region. We are planning a workshop. The success of this workshop is vital for the success of sales effectiveness and hence our business. As the stakes are very high for us we hope to partner with someone who can give us top priority and undivided attention.”
The client's stated need:
“We would like the workshop to be very hands on and relevant to the day to day work of our participants”
What we did:
So began the invitation to PinT to tender for a very interesting short project to develop and deliver a one-day international workshop for seventy mixed Sales Managers and HR professionals in a leading pharmaceutical company. Within an hour, PinT had responded with a personal phone call, a suggested outline, action list and a price. We got the job next day.
And that’s how Eduardo was born. Eduardo is the Rep whose four-page story of a working day was to serve as the vehicle to steer us through the workshop. Eduardo is meeting his targets, so what’s the problem? If he’s failing somehow, how do we know? Whose failure is it anyway?
Using evidence from the story, the participants were tasked with:
- identifying what competencies are necessary in this Rep’s job
- gathering an impression of how the rep is performing against the competencies
- describing what would be a proper Performance Management process for this rep
- evaluating whether the Process is in place
- forming a view of the actual performance of the rep against the competencies
- deciding how to validate their impressions and what steps to take to improve the rep’s performance against stated competencies; how to adapt the Performance Management Process itself towards this development
How it went:
After eliciting new information on Eduardo throughout the day, in group and plenary work, holding one-to-one talks, discussing dual visit evaluations and preparing feedback and coaching sessions, our mixed Sales and HR professionals evaluated this workshop as the best of the six they had followed during the week.
Our resources at your disposal:
Our exceptional responsiveness to client needs is illustrated here by our ability to act quickly on a brief, travel at short notice, create a concept from scratch and deliver a targeted and challenging event to 70 experienced professionals.