Sales Coaching with Mercer - Genius - Learning consultancy, coaching,

Since 1981, FGI World has been developing and delivering employee assistance, disability management and cross-cultural services for employers in North America and around the world. 

Peter developed a sales training program for FGI’s annual sales conference in Canada, focusing on developing personal leadership and purposeful relationships. Following this, we delivered sales coaching for a number of staff from the Canadian and North American sales teams, team managers and the VP for Sales. 

In the first few months of coaching the sales team, a number of changes had occurred. At the start of the program, very few of the North American team had enough pipeline business to hit target, and at the end of the year every one had hit target with several over achieving by up to 300%. 

Kim Cermak, the VP Sales of FGI World said, 

“From my perspective you create a safe environment that encourages self reflection, honesty and creativity, helping people see themselves not only as they are, but how they want to be. 

You help them identify their strengths and give them the roadmap to being (becoming) the person they know they can become. Our perception of ourselves is often conflicting and convoluted - you help clear the fog and ultimately the path to recognising and achieving our own potential.” 

After two years, the sales team are still using the simple techniques covered in the original workshop and are still delivering high performance in the face of a rapidly changing marketplace and reorganisation of the business. 

Two of the staff have been promoted to Sales Management roles and are now growing and leading their own teams. 

FGI World is now part of Mercer.

Finished the kindle version (of Learning Changes) today, bloody good stuff, definitely one to re-read with a notebook.

Jamie Beaumont