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PROJECT: Increase sales and create a corporate plan
CLIENT: Software Development, Sales and Training (35 employees)
CONSULTANT: Martyn Carruthers
BENEFITS: Recover sales performance
BACKGROUND: This company
was started in 1989 by a computer science graduate, who sold
and later developed specialty software products. The owner described himself as
having been both a creative designer and a dynamic
salesman. Yet his sales volume dropped despite improved, innovative
products. The owner requested systemic coaching to regain sales volume.
SITUATION: Employees included a computer science
professor as a trainer and computer science students as developers.
Although the owner reported good internal
communication, the technical staff showed little interest in selling the products that
they developed. The owner's wife had taken charge of marketing, with a shared
assistant (the owner's first employee) as a part-time sales manager.
SYSTEMIC DIAGNOSIS: The downturn in sales had
coincided with his wife becoming marketing manager
while the owner assumed an executive role. The drop in sales coincided with
the owner delegating sales and marketing to his wife. The owner described a linear
management structure, with little delegation. This business team had a systemic
structure of a
family. The owner said that his wife sometimes treated the technical staff as if
they were her children.
GOAL DIAGNOSIS:
The owner was focused on increasing sales. Systemic
diagnosis exposed a real and immediate need for the owner to reactivate
and use his dormant qualities of
creative-developer and dynamic-salesman. Strategic planning would be simple
once the owner could again access and use the qualities upon which he had built
his business.
SOLUTION: Systemic coaching
helped the owner regain access to two missing qualities. Strategic planning then
helped the owner develop a vision of the company as a stable, profitable
organization that could be sold or franchised. The first step required that
the owner initiate difficult discussions with his wife and with their assistant
to clarify the situation and find acceptable solutions.
Systemic coaching prepared the owner for these discussions.
Subsequent steps:
- change the at-work relationship
between the owner and his wife (couple coaching)
- optimize teamwork in alignment with the redefined
management structure (team coaching)
- identify innovative marketing strategies
- recruit salespeople who were motivated to sell computer
software
The owner plans to
obtain regular systemic coaching.
NOTES: Following systemic diagnosis, solutions may appear obvious.
The owner had felt torn in a 3-part conflict - being a manager, being
a creator and being a dynamic seller. Such conflict
often produces confusion, in an executive and in an organization
(especially in organizations structured as families).
Organizational performance is one result of clear relationships.
Systemic coaching accelerates
both relationship clarity and productivity.
Case History 1:
Mentorship in Upper Management
Case History 2:
Manage Families in Organizations
Case History 4:
Entrepreneurial Management in a Bank
Interview with Martyn Carruthers
Systemic Coach Training
Systemic Coaching applies the principles of systemic coaching in an
effective telephone coaching, training and mentorship program. We
coach and train people to coach and train new coaches and mentors, while
resolving physical, emotional, mental, relationship and spiritual challenges.
Systemic coach training is for motivated and
responsible people:
- Systemic relationship diagnosis and guilt
- Advanced goal definition and planning
- Interactive metaphors and integrity
- Remedies for existential identity loss
- Contextual identity loss (relationship bonds)
- Trauma, abuse and stress
- Mentorship and inspiration
- Couple and Partnership Coaching
- Family Coaching
- Team and Leadership Coaching
Online Coaching & Mentorship
Plagiarism is theft. © Martyn Carruthers 2003-2011 All rights reserved |
