Going through an organisational change as a result of business and team grouth and change in company’s vision and strategy for sales development.

• Consulting on sales team management, coaching for the company management on change management, defining a team development strategy with focus on what’s new in the whole concept
• Training and coaching for the top management team on people management, sales management and change management, coaching on handling change and sales processes
• Assisting the management team in selection of new medical representatives, estimating potential for success in selling
• Trainings for medical representatives (selling skills for new medical representatives, time management for the whole team)
• Analysis of managerial potential and training for the newly formed team of sales force supervisors.

Training for Zone, Regional and Office managers on sales and people management

• Understanding the client’s market, business and managers’ responsibility – meetings with representatives of the trainees, with representatives of the competitor companies, “Mystery shopper” research activities
• Devising a tailored complex of a training programme based on real business cases from the daily business, the findings from the “Mystery shopper” research and the management development objectives
• Delivery of training for 6 groups of managers from the whole coutry – customised per business group
• Analysis of the observations during the training process and delivery of recommendations for future steps for further development
• Recommendations for managerial approaches that can support increase of sales results

A one-year project for developing the company team in Bulgaria in order to prepare for change in management structure

• Organising a team-building focused on communication, creativity at work and knowing/using the strengths of the team membrs
• Defining the development areas on team and individual level
• Coaching for the Country Manager on team and people development in respect to the expansion of his responsibilities for a whole European region
• Coaching for the Sales Manager and the Marketing Manager focused on developing their people management potential and skills – the effect of that coaching helped define one of them as the future manager of the office in Bulgaria
• Individual training and coaching for the Sales and the Marketing Coordinators to develop their potential for more independent operation and better operational decision-making, preparing them to be delegated more responsibilities
• Participation in the team’s monthly meetings by delivering training modules, engaging the team members in delegated activities with focus on team building processes, mutual trust, more effective communication, better knowledge of the team’s strengths and weaknesses, accepting differences
• Regular reporting to the Country Manager on the development progress, setting individual objectives and plan for development on team and individual level for the next year