Basil Tree Consulting Logo white
Basil Tree Consulting Logo white
Menu
Back
Back

Building a high performance sales team for a global chemical major

Building a high performance sales team for a global chemical major

Context

The Agro Products business of this company was on its road to recovery after a difficult period, on account of environmental challenges. There was also a shift in the sales strategy in order to capture market share.

The client wanted its employees to think differently, demonstrate greater entrepreneurial drive and leverage networks to grow the business aggressively.

The company was keen to identify high potential employees who could deliver business growth in this context, and facilitate their development.

Impact

The developmental inputs were well accepted and resulted in the initiative becoming an ongoing one, recurring over the years.

Identification of high potential talent pool within the business at two different levels – Territory Managers and Cluster Leaders – is carried out consistently.

Identification of key areas of strength and areas of development is carried out at individual as well as business levels, resulting in clear talent roadmap that is aligned to the new sales strategy.

Approach

BasilTree conducted discussions with the CEO, Business and Functional Heads to understand the client’s business context and people challenges.

A highly engaging one-day Development Centre was planned, with customised simulation exercises that accurately reflected the working environment and challenges faced by employees.

Psychometric tools were also administered to understand behavioural preferences of the cohort.

Post the assessment, feedback was provided to all participants by BasilTree assessors.

The Development Centre was followed up with a two-day workshop based on themes emerging from it and inputs from the leadership team.