A global pharmaceutical company with strongly shared core values needed to respond to the changing demands driven by wholesale changes to the UK National Health Service. Due to a restructuring of the NHS the sales force needed to engage with a new set of buyers based in GP practices and hospital trusts. This required a shift in the cultural norms of the sales force.
We worked closely with OD and operational experts inside the organisation to create a workshop that would engage people in discovering for themselves the changes required to be successful in a changed commercial environment. Using their shared values as a foundation and taking into account market forces each sales team established the new objectives, attitudes and behaviours that would bring them success in the future and created an action plan to make it happen.
The workshop was run by sales managers on a voluntary basis. As word spread about the value of the workshop in re-aligning people to a change marketplace more and more teams took it up and ran it for themselves until the coverage of the sales team exceeded 85%.
“I came in today thinking this would be a waste of time, but now I’m going to run it with my team,” Sales Manager.