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Pioneer change in a division of a major energy company

Client Challenge:

Katalyst invited to partner with Shell Global Solutions to create a senior global sales team from very diverse backgrounds. Some team members were new “hires” from FMCG, others were PHD scientists and the third section came from commercial sales roles in other parts of Shell. They had to quickly come together and organise as a team and build prerequisite skills and capabilities for consultative solution selling and pioneer results in Oil Marketing, Additive, Automotive and Industrial sectors.

Strategy & Solution:

Katalyst used development needs analysis and diagnostic tools to understand current behavioural paradigms and capabilities. Katalyst created the desire to change thinking and a powerful WANT to learn to fill the knowledge, skills, behaviour gap.

Behavioural profiling was used to assist in shifting paradigms and beliefs to enable the foundations of a commercial team to be built. Profiling tools were also used to help enable delegates to recognise their own talents and the importance of developing personal capability using all the resources within the client and also externally. Behavioural models were also used to help delegates build strong communication and influencing strategies to build rapport with new customer contacts. Workshop content and execution was focused on areas that benefited attendees and was highly relevant to their work.

Results:

Celebrate Success Days and sharing of best practice sessions were used to reinforce key learnings, behaviours and beliefs that delivered breakthrough results. There was a tangible step change in commercial professionalism and team members went on to land significant commercial wins over the following years.

Client Testimonials: