GALT Consulting LLC

This is just one a series of TRUE stories told about clients who have implemented People-Centric Management into their organizations and the dramatic results it brings.

The client had a long history of sales growth... slow and steady sales growth.  It was predictable and it was unexciting... just a few percentages a year.  With the shift the economy, this type of growth was no longer acceptable, so the Core Team focused it's attention on sales and a Sales Project was launched.

Immediately, management went to this team and offered to hire a Sales Manager for their sales force.  The team discussed this idea and rejected it.  Instead, over the next 3 months, the team worked on clearly defining their Unique Value Proposition and their sales process.  At the end of the 3 months, they presented their findings, which included a request to hire a Sales Manager.

The team became a part of the hiring process and a Sales Manager was brought on-board.  With the UVP and sales process defined, the Sales Manager hit the ground running with the full support of the sales team.  That was 8 months ago.  This month, they hit their sales target... for the entire year!  In other words, they saw a drastic increase in sales.

Now you might be asking whether or not the company could have seen that sales spike more quickly if they had just hired the Sales Manager when management made the suggestion.  I brought this question to the team.  The answer was resoundingly, "no".  "It wouldn't have been our Sales Manager", one team member responded.  The Sales Manager would have hit immediate resistance and confusion.  The team wouldn't have bought in to the role and it would have taken several months or longer to repair the damage.  They would've been running uphill.

However, with 3 months of engagement and clarity, the Sales Manager entered with complete buy-in and the synergy was amazing.  They were running downhill simply because the key stakeholders were engaged in the decision.

Sometimes "how" decisions are made are even more important than "what" decisions are made!