Moving forward with confidence

• Effective Operating Costs
• Repositioning for Growth
• Accelerating Change
• Role Fitness

ROLE FITNESS PROGRAMMES

Sample of Individual Job holders who recently participated in our 
Role Fitness Programmes

Download PDF

Marketing Product Brand Manager - "Much improved interaction with customers and colleagues."

• Changes in role approach were agreed mainly around more positive interaction with the Sales Team, also a need to achieve greater response and follow through from product demonstrations and presentations.
• Necessary support was put in place to ensure the successful implementation of a work trial adjustment plan – 4 week period.
• The job holder also benefited from a competency building workshop (4 hours) with team colleagues. The focus was on establishing the most effective information exchange system between marketing and sales.

Field Sales Manager - "Field control and performance tracking fully implemented."

• Job holder's Low Perfectionistic and Low Controlling Behavioural styles* were profiled and discussed. Adjustments were agreed to help the job holder bring about more structure and direction for his field team. Particular focus was around installing an effective structured Business Development Plan for all of the team.
• A field adjustment work trial was supported by appropriate templates and systems. Job holder did not participate in any specific group competency building workshop session, but an additional 2 hour meeting was arranged with facilitator to select and agree the most effective information exchange and performance tracking tools. A member of the sales team also participated in this session.

Sales Representative - "High judgemental thinking was reduced considerably, leading to improved relations with customers and colleagues."

• Job holders behavioural profile identified a key need to focus on more effective relations with customers and colleagues. Adjustments in approach were agreed and a work plan trial was put in place.
• Support was supplied by the introduction of Needs Based interviewing and selling as a key tool in building more productive customer relationships.
• The job holder also participated with sales team colleagues in a group workshop around the skills and techniques of needs based selling.

Key Account Manager - "Planning and preparation approaches strengthened and much more focused."

• Some practical problems, difficulties in the job holders current effectiveness levels were identified and solutions to these problems discussed. The job holders very low Avoidance behaviour was resulting in lack of time given to preparation and pre-planning activities.
• Adjustments were agreed for an effective work trial plan. Support was given in the shape of modern key account pre-planning, post call analysis tools, and how to plan and manage work time more effectively.
• Job holder also attended a workshop session (4 hours) with two marketing and additional key account colleagues. The workshop was facilitated by a recent Lead Buyer for a key multiple ( FMCG) organization – focus was on buyers needs, motivation and mindset.
• The field trial was extended from a norm of 4 weeks to 6 weeks to enable the participant test out the adjustment areas to the full.

Results

• In each of the above live examples the participants in the programme worked successfully through the adjustment trial plan.   They each readily agreed to adapt a long term work adjustment approach and results in all cases significantly improved.
• Greatest results were evident where support commitments from the organization were fully delivered.

Approach

• Facilitation for each participant followed the approach as outlined in our Role Fitness Institute Programme.

 

* Part of the BIAC Profiles approach to delivering greater performance.