Working with Genos

Building high performing sales teams using Genos EI

The Organisation

• Australian division of a multi-national pharmaceutical company

The issue

• Recent merger
• Falling sales in core product lines
• Lower than expected employee satisfaction survey results

The success measures

• Positively impact the organisation’s culture
• Increase sales
• Move one step closer to becoming an Employer Of Choice

The Genos EI program outline

• Two large sales groups were formed for comparative analysis (ROI)
• Pre-and-post intervention Genos EI multi-rater assessments were conducted
• Series of Genos EI-enhancement group coaching sessions with selected Senior Sales Managers
• Two Emotional Intelligent Sales workshops with selected Sales Representatives

The commercial outcome

• 13% increase in sales performance by the development group over a control group
• Increased retention of key sales employees
• $6 returned for every dollar invested in delivering the program

The client’s feedback

“Effective programs produce measurable results. Our sales representatives and managers in the program experienced a significant sales increase. We enhanced sales performance and improved our bottom line through the Genos Emotional Intelligence program.”