Rapid-cycle, results-focused projects drive focus, energy, urgency, and commitment among the sales force
The company engaged Schaffer Consulting to help them design and carry out a series of Rapid Results projects that delivered meaningful sales in the short term, while also building sales people’s capabilities and learning more about market needs so the initial telematics solution could be further enhanced.
First, Schaffer organized a one-day workshop with the telematics core team and key sales leadership team members to orient them to the Rapid Results method and to identify the most compelling opportunities to tackle right away. The group agreed to target four customer segments:
- Small distributors
- Large distributors
- Specialist/Large OEM’s
- Rental Companies
Schaffer helped the group scope each of these projects, draft initial 100-day goals aimed directly at important business outcomes (e.g., unit sales, recruitment of reference customers, etc.), and identify project sponsors and team leaders.
After the workshop, Schaffer helped each sponsor and team leader select team members and organize formal project launch sessions where the teams refined the initial goals, developed work plans to guide their achievement of their goals, and agreed on how these temporary, cross-functional teams would collaborate through the course of the 100-day Rapid Results projects.
Schaffer supported each team throughout its project and conducted weekly sponsor check-in sessions. We also organized formal Mid-Point Review and Final Review sessions as a chance for teams to report out to leadership what they accomplished and learned, and to share their recommendations for what should be accomplished next to capitalize on the learning and momentum generated.