John Powell on communication: “Communication works well for those who work at it.”
What was the client need:
First Data Corporation, a payment processing company based in Colorado, needed to reduce the company’s 57 percent sales staff turnover rate, while also boosting lagging performances.
What One to One Leadership did:
We immersed ourselves in First Data by:
- Joining sales reps on calls
- Interviewing managers
- Conducting focus groups
- Researching the company
The heart of the problem:
Poor and minimal communication among a geographically widespread network of account executives and managers who were rarely together.
We then spent time with First Data’s leadership team breaking down the essentials of powerful leadership communication via a series of sessions using role-playing, film clips and question and answer segments.
Since the training, the company has experienced a more than 50 percent drop in attrition and a significant improvement in sales, not to mention a more open and engaging work environment. The company went from a culture where managers rarely spoke to their teams to a culture of open communication and collaboration between managers and salespeople. Managers learned to stress engagement with their team, fostering morale and the importance of “quality” selling over “quantity.”
