Challenger transformation
The Situation
Corporate Executive Board (CEB) had undertaken the first major piece of research into how and why people make purchasing decisions, since Professor Neil Rackham’s research on SPIN selling.
The Task
Part of the Senior leadership team tasked with implementing the new Challenger Culture and philosophy
Tasked with transforming and elevating best practice behaviours in a sales and marketing team of 100+
Instilling these high performing behaviours in new hires and onboarding
The Action / Approach
Running intensive six week on boarding programmes for new hires, cumulating in a fail or pass sign off
Global mentoring of high potential employees with particular focus around guiding them through sponsored MBA’s
Regular structured peer coaching, teaching, performance management and partnering to ensure elevated performance
The Result
Successful transformation to the new Challenger philosophy and culture of a commercial team of 100+ in the UK and EU.
Delivering strong competitive advantage in sales and marketing ahead of the rest of the world’s realisation of how commercial engagement had changed
Accelerated growth if the top performing Corporate Finance Practice delivering US$14 million revenue
Enabling fast track career pathing for many Challenger graduates to senior leadership positions in their next companies
