Global Business Development; Combining the Discipline of Process Improvement with the Art of Selling

Increasingly, businesses in every industry are attempting to improve the effectiveness of their selling organizations by combining the discipline of process improvement with the ‘art of selling’. Striking the ideal balance requires defining and managing sales processes based on customer requirements (the ‘process’) and replicating the practices of the organization’s most successful sales people (the ‘art’) across the business.

Global Partners has adapted the tools and methods of Lean Six Sigma for the sales and marketing environment. In applications of our unique Lean Six Sigma for Sales and Marketing programs we have enabled clients in Pharmaceuticals, Industrial Products and Engineering to dramatically improve their top-line performance, while creating reliable, high-performing sales and marketing processes.

In addressing the art of selling we provide customized programs in Global Strategic Account Management, Executive (CXO) Selling and Sales Fundamentals. Each of these programs provides selling, account management and account planning tools and techniques that enable experienced account managers to build their individual skills and achieve significant improvement in sales results.

Our unique program for retail sales people, High Value Selling Skills, brings the concepts of Value Selling to the retail environment. This program also includes a certification program to enable retailers to provide a consistent level of sales skills across a large, geographically dispersed sales force.

Additional programs in Global Business Development include:

• Creating Value for Customers and Shareholders
• Total Customer Focus
• Capture Teams
• Sales Leadership
• Product Marketing for Technology Companies

Global Business Development Client Cases:

Challenge

A highly diversified global industrial products company wanted to bring the capabilities of Lean Six Sigma that had been successfully deployed in its manufacturing units to the sales and marketing organizations of several diverse business units.

Approach and Results

Global Partners created a Lean Six Sigma in Sales and Marketing program and implemented it with seven improvement teams, each addressing a different strategic sales and marketing issue. The teams followed the DMAIC (Define, Measure, Analyze, Improve, Control) cycle, learning and applying the Lean Six Sigma tools in Action Learning workshops and coached between workshops by the Global Partners consultant. In addition to successfully bringing the Lean Six Sigma tools and methods into their sales and marketing organizations, the teams achieved multi-million dollar sustainable revenue improvements.

Additional Business Development Programs:

1. Lean Six Sigma for Sales and Marketing
2. Strategic Account Management
3. Executive (CXO) Selling
4. Strategic Selling
5. High Value Selling Skills
6. Finance for Strategic Account Managers
7. Total Customer Focus
8. Capture Teams

• Sales Leadership
• Product Marketing for Technology Companies

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Global Project Management:



As more and more global organizations execute their most important work in projects, Project Leadership and Project Management are becoming core capabilities for many individuals and organizations.

Our Solutions in Global Project Teams enable client organizations to successfully organize, launch and execute projects in Research and Development, Business Capture, Customer Partnering and other internal and customer-driven projects.

Through the implementation of our programs in Project Management and Project Leadership, project managers learn and apply fundamental project management skills and capabilities, including building a project vision and strategy, and leading teams. Project managers also refine their core skills in PERT networks, CPM, Gantt charts, and the overall project plan by applying these tools on their own actual projects.

Our programs in Managing Complex Projects focus on enabling organizations that sell, design and execute large, complex projects to improve the management of and results from these enterprise-wide projects. Through the implementation of Leading the Project-Based Enterprise, senior managers in particular improve their capabilities in building a cross-business, cross-border culture and developing commitment to winning and managing large and complex projects.

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Global Leadership



Global companies are increasingly moving from hierarchical to matrix organizations, requiring managers and employees to develop new skills and competencies in order to be effective in this new environment. Our Leadership programs are built around three leading-edge concepts that we believe are critical enablers for managing and working successfully in these new global matrix organizations; Emotional Intelligence, Coaching and Managing Global Teams.

Emotional Intelligence refers to an individual’s ability to understand how emotions affect interactions with others and how to manage emotions to a positive outcome. Our approach to developing Emotional Intelligence (or EQ) includes the implementation a 360 degree Emotional Intelligence assessment and improvement action plan. These assessments then lead to the identification of specific EQ skills and behaviors, such as coaching, influence and networking which are further developed in skill-building workshops.

Our Coaching for Peak Performance program enables managers to motivate and empower people through the application of Coaching Dialogues. This unique technique combines active listening, giving and receiving feedback and collaborative problem solving into a natural communication approach that empowers both employees and their managers. Through the implementation of our Coaching for Peak Performance program, middle and senior managers improve their ability to establish challenging goals collaboratively with employees and to coach and support them in the achievement of these goals.

Our Leadership programs support the development of organizational capabilities in effective Networking and Collaboration. We provide custom programs in Networking and Collaboration for global, cross-functional teams, such as global key account business development teams, global research and development teams and global customer service teams.

Global Leadership Client Cases

Challenge

A fast-growing global Biotech company wanted to change its management culture from a top-down, controlled and directed focus to a more empowering and coaching one.

Approach and Results

Global Partners developed and implemented a program on Coaching for Peak Performance. The program has been implemented with more than 150 managers across manufacturing, research and administrative functions and has resulted in improved employee motivation and business results.