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Step Change a FMCG Food Company Culture and increase the productivity of the Commercial Team

Client Challenge:

Katalyst invited to partner with the client in a long-term commercial change project to transform sales capability, launch sales competencies and step change commercial argument and negotiation skills to drive breakthrough results.

Strategy & Solution:

Katalyst used development needs analysis and diagnostic tools to benchmark current strengths and highlight development opportunity areas. A key part of the strategy was to identify a project management team with strong leadership capabilities and desire to lead the transformation and demonstrate the required behaviours and skills as part of our cascade model of excellence. Katalyst devised a co-facilitation approach, including 'live commercial case study practice' linked to personal development plans. The bespoke programme was multi-session oriented and menu-based aligned to commercial competencies with repeated exposure and positive reinforcement through High-Performance Coaching interventions by Line Managers

Behavioural profiling was used in the commercial team to enable delegates to recognise their own strengths and capabilities and also learn to recognise the difference in others whilst learning how to flex behaviours in the moment with diverse personality types. Line Managers were set up for success prior to the intervention with High-Performance Coaching to ensure robust sustainability was in place prior to roll-out.
Katalyst pioneered ‘Live’ retail Buyer Negotiation using Buying Directors from major retail organisations to create competitive advantage through hands-on experience and reviewing real buyer feedback on strategies and tactics.

Commercial Competencies Framework developed based on Fortune 100 best practices and launched by the senior commercial team with ownership created at the centre of the project to ensure sustainability and co-development strategy met strategic goals.
Carpe Diem Telephone Coaching combined with performance Goaltrak used to powerfully embed and target new skills and behaviours post workshop and measure results daily. Results communicated to line managers to support inspiring coaching conversations to underpin momentum and to ensure personal responsibility. Carpe Diem Awards presented to top achievers at Board Celebrate Success Event.

Results:

Celebrate Success Days and sharing of best practice sessions were used to reinforce key learnings, behaviours and helpful beliefs that delivered breakthrough results. Board of Directors invited to these events as part of the integrated learning journey, bringing key stakeholders into proximity with the learning agenda providing the opportunity to spot future talent, whilst demonstrating commitment to people development and results focus.

Client Testimonials: