Retail Energy Company

Double Digit Growth by Developing Sales Leaders

Situation

This company’s commercial energy division had grown quickly through external acquisitions and combining various internal brands. Fast growth and rapid industry change had created a fragmented team with different sales operations. During this period of misaligned teams and processes, the division was presented with the opportunity to leverage several national accounts. Division leadership saw the importance of bringing the team together across regions to increase employee engagement and alignment, creating a consistent brand promise and experience for the customers across North America.

Solution

Teamalytics facilitated training and coaching programs over a two-year period. Changing market conditions made it imperative that the team accelerate communications, freely share insights, and react quickly. During off-site meetings, senior executives identified specific behaviors that would break down the ‘silos’ and build trust within the team. Teamalytics worked with the leadership team through workshops, one-on-one leadership coaching, and coaching accountability sessions to uncover and address individual and team behavioral constraints that were keeping the organization from achieving its mission. The process was expanded to include the entire sales organization via a leadership workshop focused on insights from the team’s Teamalytics 360 report results. Team members working with each sales team leader then developed Traction Plans to leverage their strengths and mitigate their constraints.

Teamalytics coaches then expanded the development process through the Teamalytics 360 and virtual leadership workshops to the entire sales organization. Each sales team leader was able to have a discussion with their sales team members on their individual action plans based on each individual’s strengths and constraints.

Results

Revenue and gross margins both showed significant growth within months of the initial workshop, and the commercial division experienced double digit annual growth in revenue and margin in the first year of the Teamalytics implementation. Much of the success and growth is in large part attributed to the leadership team’s ability to effectively communicate across regional areas to share best practices and to rapidly deploy innovative strategies.