The Challenge
The Economist Intelligence Unit, a publisher of economic and political information worldwide, was migrating towards print products, published on a regular schedule, to electronic products, delivered just in time. At the same time, the company was migrating from a marketing-driven to a sales-driven culture. Direct mail had worked for 100 years for this British company, but to capture large contracts from the multi nationals, they felt that a field sales force would be needed, using a consultative approach to the sale. An international sales team was assembled.
The Solution
Over a two year period, working closely with HR and the Sales Director, Interpersonal Development created, managed and delivered sales conferences and consultative selling courses for the sales team in regional locations worldwide. We also designed and delivered selling skills for editors, negotiating skills for the Economist.com - the unit that sold Internet advertising – and presentation skills for the Economist Conferences and Thought Leadership Services. In collaboration with the Organization Development group, we diagnosed the state of the culture change, and made recommendations to the executive team.