Empowering the Sales Team
StepStone’s mission is to be the job market of choice for customers and candidates. Since 1996 they have had a simple ambition – to enable organisations to achieve better talent success than any other company. Today, StepStone is one of the most successful online job board businesses in the world, employing over 2,200 people who all work hard to deliver the best possible results for their customers.
StepStone embarked on a journey to help its sales managers to leverage even higher performance across their teams so that they continue to attain stretching targets and revenue goals and retain their market-leading position.
An Empowering Programme
- Resolve the issues they face
- Solve problems with their peers and direct reports
- Engage with others at a higher level
- Improve communication and influencing skills
- Tackle difficult conversations with confidence
- Leverage higher performance and better results across the team
- Engage with clients more effectively
An Operational CoachingTM Approach
Notion’s programme introduced the sales managers to a new way of leading, managing and communicating using an Operational CoachingTM approach. Operational CoachingTM is an enquiry-led method of leading that helps managers to engage with their teams and clients more effectively.
Managers who use this approach tend to ask better questions more of the time, which generates far more options and ultimately better solutions to problems. At the same time, team members learn to think more independently, more creatively, and feel more engaged and empowered to act and make decisions.
Outstanding Results
Following the programme, StepStone recorded an 81% increase in time spent coaching with the vast majority of sales managers spending more time leading and coaching rather than ‘doing’.
StepStone also reported initial commercial results which included a record sales month, new clients, new business sales, better negotiation, more effective meetings and more focused field sales. What’s more, this accounted for an 11 times return on investment.
100% of sales managers reported that they had improved their communication skills which has helped them to engage in more positive and empowering discussions, be more productive in meetings, and be able to resolve issues with team members, peers and clients more effectively.
If you'd like to know more we'd love to speak to you.
