Building Coaching Culture

A INR 3000 cr. MNC in the cosmetics, consumer and professional services business wished to enhance execution excellence, get superior results and sustain the same thru’ inculcating a coaching culture in its sales organization.

A two year engagement was conceived and included development of a calendar based on prioritized developmental needs. Internal coaching capacity was created. A module to familiarize sales managers with the essentials of coaching was also designed and deployed. Metrics to track improvement in sales outcomes were identified.

The journey to coach/ ask rather than tell team members how to go about achieving their business goals has begun. Regional Steering Committees monitor the progress and outcomes from this national initiative.