Client Situation:

Our eye health company client commissioned us to improve the effectiveness of their First Line Sales Manager (FLSM) team.

Our Solution:

We undertook a detailed bespoke analysis of their FLSM activity across their European region.  We utilised the results of this analysis to develop an observable behaviour dictionary for the FLSM team to share best practice and standardise activity and efforts.

Results

This project provided a standardised framework against which FLSM performance could be effectively assessed.  Performance Development Plans now have a tangible framework on which to base discussions and measure performance, motivating high performers and supporting those with training needs.  It has facilitated standardisation and increased effectiveness in this group across the region.