Challenge/Opportunity
The Company made the strategic decision to develop and implement a long
range planning process for its field offices. The key deliverable of this
process is for all field managers to have completed and be effectively
implementing 5-year plans and financial models for their offices by 2003.
Consulting
Engagement
Provide a coaching and support regimen to enhance
the delivery of planning tools and processes to the Executive Senior and
Regional Vice Presidents. This requires a high level of understanding
in business planning, performance management in a planning context, coaching
to business plans, and experience in negotiation.
Consulting Process
Fleming Advisors International and Clearview Partners in association
with The Covenant Group, develop and deliver a Performance Coaching Development
Program designed to influence three critical factors:
-
People: develop the individuals that can impact field management change
most significantly.
- Process: grounded in both appropriate knowledge and skill development
- Linkage: offer a program that is transferable throughout the sales organization
over time.
Results
A well-structured and effective coaching framework was installed.
Feedback from the participants was extremely positive with regard to their
learning and their growth in confidence. More importantly, feedback from
field management who were exposed to the overall experience indicated
that they found the process to be highly informative, well organized and
supportive to their overall planning efforts.
Coaching for Business Growth Challenge:
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