Challenge/Opportunity
Having participated in a major “kick-off” sales conference
and management workshop in January of 2001, John D. Fleming and Edmund
J. Freedberg, PhD are asked back to reinforce the personal performance
management concepts and ideas that led to such a successful year.
Consulting
Engagement
A full week of activities including a two-day “Activation”
seminar for their entire field force and customized Managers Review and
Planning Sessions for the reinforcement of “Activation”.
Consulting Process
The seminar delivered the 30 skill sets designed to strengthen
self confidence, self direction and self commitment to every member of
the sales force. The management session reinforced the leadership principles
and priorities embedded in the “Shared Management Model”.
Results
The 2001 achievements of the client company included:
| Manpower | +41% |
| Settled Cases | +81% |
| Annual Premium Income | +85% |
| Settled First Year Commission | +55% |
| MDRT Qualifiers | +121% |
| Market Share Improvement | +50% |
The combined result of this outstanding performance moved the company
to the #1 position in their marketplace.
A Return Visit Challenge:
|
