Aligning Global Sales Leadership with Corporate Values

Our Japan-based client is a major supplier for many of the most well-known brands in the world. They generate more than 70% of their global revenue outside of Japan and sought to grow annual sales by 10%. Senior sales leaders believed that effective leadership of its sales managers worldwide, collaboration between overseas sales offices and headquarters, and instilling corporate values in how global sales teams work would be key factors in achieving its goals.

Working closely with global sales leaders, PFC created a highly customized, multi-year initiative to instill the client’s corporate philosophy consistently throughout its global sales offices and equip participants with the leadership skills to help them lead their teams to success. The initiative included assessments of employee engagement levels with the corporate philosophy, in-residence workshops at company headquarters for sales managers from around the world and action learning assignments that included virtual follow-up discussions to support the transfer of learning to the workplace.

Roughly half of the global the sales organization reported an increase in favorability toward the corporate philosophy. In parallel, the use of the corporate philosophy on the job rose and 90% of people now report receiving recognition or praise for using their corporate values on the job. Regarding the leadership skills develop portion of the program, every participant agreed that the program will contribute to their future success and say they would recommend it to their colleagues.