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Client Case Study: Daiichi-Sankyo

Daiichi-Sankyo is an international pharma company, with a strong UK sales and marketing arm, that we helped to increase performance. We were able to make a difference in several ways:

We worked with three of their under-performing area sales teams. The company had UK-wide initiatives in place to enhance performance, but in certain areas there was low compliance with these, as well as lowered morale. Our effort was to enhance the Area Business Managers’ leadership impact, with open, honest and hard-hitting team sessions.

We were able to build commitment to a stronger, no-nonsense approach from the leader when it came to setting minimum standards of performance and behaviours, yet at the same acceptance of a facilitative, coaching-based style to learning new skills and supporting team members through difficult tasks.

All of these teams subsequently increased sales and moved up the national rankings within the company.

We also did some work with the Marketing department. The company’s stated strategy was ‘marketing-led’, but the reality was a small department, with a new marketing director who had inherited a team needing development. It struggled to influence the sales teams and felt ignored by the senior management team. We worked with the team quite intensively in several sessions, and managed to change the mindset to a more proactive, realistic and influencing approach. This resulted in several initiatives that got the CEO ‘onside’ and listening to their needs.

Contact Us for more information about this case study and some references.