RS knew that a sales transformation program was required and that external support would be needed to succeed. 24 months later, the team are now achieving double digit sales growth with much of the success cited as the support of Discovery, the experts in sales transformation, through a process of diagnosis, interventions and development.<\/p>\n
Faced with a highly competitive market space and declining sales figures, key stakeholders recognized that \u2018doing what they have always done\u2019 would not change the future to achieve the desired results and utilizing external expertise would be of paramount importance to achieve rapid growth.<\/p>\n
By partnering with Discovery, RS implemented a multi-stage program of assessment, training and development that utilizes the unique expertise of Discovery to achieve a successful turnaround in less than 18 months.<\/p>\n
Discovery identified that RS sales staff were generally lacking the commercial skills to sell on value rather than transactionally \u2013 an essential element in creating the successful future sales team that RS required. A 24-month series of blended learning, consisting of off-site and online training and experiential workshops was developed, with the sales team and managers attending. RS employees significantly improved their self-awareness and commercial thinking and there were even some surprising outcomes such as the Northern Europe sales team now scoring the highest engagement score across the whole company.<\/p>\n
A key part of the process was creating a benchmark, consisting of the most desirable traits and behaviors for the different sales roles in RS Components. Discovery worked with RS\u2019 key stakeholders to identify \u2019what good looks like\u2019 for each role and then, based on the company values, relative pace of the organization and benchmarks, the key competencies to measure against were established. This meant that delegates\u2019 current skills and behaviors could be objectively and consistently measured against the benchmark of what RS perceived as a \u2018world class perfect person\u2019 for that role.<\/p>\n
Talent Labs<\/a>\u00a0are an engaging five-stage process of self-awareness and positive learning designed to help organizations establish a common agreement on development areas. To achieve the best outcomes for workforce improvement, all diagnostic activity is objective and without bias. Unlike other diagnostic tools, Talent Labs don\u2019t generalise competencies across an organization, instead they measure capabilities of set roles.<\/p>\n Discovery recognized that in order to facilitate maximum levels of development, RS required different competencies and benchmarks to be created for the different roles. Alongside mutual competencies, such as commercial acumen, the sales managers needed emphasis on managerial skills and techniques, while the sales team required greater focus on self-awareness. RS delegates participated in multiple interventions, such as time-restricted role plays and presentations, in order to be measured against the competencies. To guarantee optimum understanding throughout the Talent Lab journey, Discovery provided delegates with in-depth, expert feedback, in both a 1-2-1 and group environment, on \u2018what good looked like\u2019 for each assessment activity.<\/p>\n Discovery\u2019s Talent Labs helped RS to identify high-potential talent, which resulted in:<\/p>\n The Talent Labs uncovered commonalities of development areas among RS\u2019 sales team, providing further clarity of the changes required for future success in sales. Based on this, the sales team created personal development plans, which were incorporated into the 357 hours of bespoke training that were designed and delivered by Discovery.<\/p>\n Feedback from the delegates highlights their engagement and the huge difference the training is making:<\/p>\n \u201cBy some margin this has been the most useful course I have attended. It has provided critical insight and detail that will help my personal development\u201d.<\/em><\/p>\n Management Development Program<\/a> Delegate<\/cite><\/p><\/blockquote>\nRS Components Talent Lab journey<\/strong><\/h4>\n
RS Components\u2019 high-potential talent<\/strong><\/h4>\n
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Training programs<\/strong><\/h4>\n