Telecommunications
Telecommunications

Reinvigorating sales team behaviour

Facilitating a transition in sales focus to modernised digital products

At a glance
Global telecommunications company
Founded 1982
FTSE 100 company
More than 95,000 employees worldwide

The Context
The Context
This global telecommunications provider was struggling to transition from selling handsets for enterprise to selling value added solutions like cybersecurity and cloud storage. A transformation of the company’s enterprise sales team was required, including new hires, exits and the development of existing managers.
Our Approach
Our Approach
Chemistry undertook extensive research to objectively define the sales talent required to sell value added solutions and consultation services. The company’s existing salesforce was benchmarked against WGLL™, with 150 sales managers within the business profiled using this methodology. The profiling allowed Chemistry to identify 3 key areas that would have the most impact on their behaviour and performance.
The Chemistry Solution
The Chemistry Solution
The 150 sales managers were given a personal development plan with feedback on their individual areas of weakness. Chemistry then introduced pod coaching, selecting the managers who stood out in a particular area to become Gurus. Each Guru was given expert coaching in the behaviour that they excelled in. The Gurus were then allocated a pod of peers to whom they coached on the behavioural trait through continuous online interaction and monthly face-to-face sessions.
Within 12 months, the company reported a 21% turnaround in revenue performance.
21%
Customer retention increased by 15%
The company gained a market leading position for the first time in 8 years
Pod coaching on the sales team catapulted the team 14% ahead of service revenue growth targets

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