The Client: Consumer Electronics Company

The Challenge:

Client needed to train 2,000 employees about the change in performance management. In addition, they wanted to make sure that the program was not only adopted and utilized correctly but also that the performance conversations produced real results.

The Solution:

LBS evaluated the company’s current performance management system as well as their new internally developed program. Internal subject matter experts explained how they determined the needs of the system and how and why they structured incentives for various departments. LBS advised on gaps in system. Recommendations were adopted. Then Lausanne created a 2-part training 1 part on the system to be delivered by an internal training team and 1 part to deliver the nuances of performance management conversations to managers and front-line employees.
LBS trained 2,000 employees over a 3-month period.

The Outcome:

The Client: National Insurance Agency

The Challenge:

LBS was approached by the Vice President of Sales and the Chief Operating Office of a national insurance agency. Annual Annuity product revenues had dropped year over year for the past 3 years. Purported catalysts for this decline were a mixture of industry changes as well as sales force performance. External pressures such as access to information and online brokers and low-cost providers had played a role. An internal study found that sales professionals struggled to build initial rapport. Anecdotal feedback expressed concern with sales representative’s ability to ‘close the deal’. LBS was tasked to improve their sales effectiveness and closing rate.

The Solution:

After initial discovery which included market research, executive interviews, and individual conversations with a sampling of sales representatives, LBS proposed tailored sales effectiveness workshops. These workshops were built with consideration to best practices, organizational cultural and industry considerations. The workshops delivered insights into prospecting, consultative selling, relationship management, and closing techniques. Closing techniques leverages the best of tried and true methods as well as proprietary frameworks developed by LBS.

LBS held 4 workshops. 3 workshops focused on sales representatives and sales managers and 1 workshop specifically for sales managers. Sales managers were given a new approach to management of their sales representatives. They were also tooled in a unique coaching methodology.

The Outcome: