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Case Study
Business Issue
A global communications and media corporation—faced with increased competitive pressures and highly dependent on its talented staff—initiated a talent development program.
Accelerating the development of individuals who demonstrate real potential is a business imperative for this corporation. The organization knows its people make the difference with customers, and to retain its market position and grow, the corporation must invest now in the next generation of high-potential leaders.
Industry Media
Category Leadership
Product Integrated Leadership
Solution
After a comprehensive needs analysis, a set of leadership competencies were identified. Wilson Learning then designed and implemented a 5-day program for an elite group of high potentials throughout the United States, Canada, and Latin America. The program addressed leadership competencies focused on improving communications, productivity, innovation and creativity, relationship building, strategic thinking, and talent management. The program was designed using content from several programs, including Leading from Within™, Building Relationship Versatility™, Managing Styles in Conflict™, Leading for Growth™, Negotiating to Yes™, and Strategic Business Calling™. The solution included pre- and post-work, as well as ongoing group-based coaching and mentoring to ensure participants understood the relevance and application of newly acquired skills to their jobs.
Outcomes
37% of total sales revenue was directly attributed to skills learned.
Over 70% of participants improved interpersonal relationships.
87% of participants improved in key sales & leadership skill areas.
Behaviors that showed the greatest level of change:-
The participants were able to:
- Build stronger and more effective relationships with staff and clients by developing and enhancing your interpersonal skills.
- Confidently engage new buying points within major accounts to expand opportunities.
- Navigate and influence senior decision makers with greater success during key meetings.
- Apply consultative sales approaches that directly contributed to higher revenue attribution
