CSAP’s mandate was to re-build and significantly transform the program by shifting from live to 100% virtual delivery while maintaining a global deployment.
Within a three-month timeframe, CSAP needed to:
It was vital that sales associates began making a real business contribution after 4 months. This meant the new model needed to accelerate Associates’ learning through on-the-job training to achieve this – an efficiency improvement of nine months!
This was a real litmus test for Cisco’s value proposition: Can we prove to the world that our collaborative technologies enable organisations to deliver value virtually and globally?
Link-up worked in close partnership with CSAP aligning its consulting practice with Kate’s own “Guiding Principles”. They provided, through the use of Instinctive Drives®, the missing ingredient to glue and align the organization in three phases:
- Enable participants to better understand themselves and each other through the I.D. System which created a new found level of awareness individually and collectively – creating a safe environment in which to have the much more honest and venerable real conversations based on a platform of trust.
- Through this personal and self awareness we were then able to coach them with personalised strategies that significantly increased their own performance and effectiveness.
- Facilitate alignment conversations so that they could confidently and constructively have the conversations about priorities, resourcing and trade-offs. This aloud them to rally as a cohesive team, driven towards the same goals. Rowing the boat all in the one direction!
“If I had to do this again I would replicate the recipe because I know it works”
Director, Business Development
Link-up measured the change in levels of specific key agreed indicators for effective collaboration. The results below are extracted from two organization-wide surveys carried out at the beginning and end of the engagement over a six-month period.
CSAP experienced unprecedented success in their change initiative; They increased capacity by 2.6x while delivering on their targeted cost reduction of 24.5%. On top of that graduates accelerated their induction by 9 months enabling them to contribute sales at a much earlier stage in their careers. It was no surprise that the organisation got credited with three world-class awards!