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| Do you have a better coaching staff than your competitors? Who has the competitive edge? |
| The Daley Group Event Calendar |
| 691 Trade Center Blvd, Chesterfield, MO 63005 636-527-7627 • Fax 636-489-4733 • www.DaleyGroup.org © 2006 Daley Group, LLC |
| Training and Development for a Performance Culture |
| Daley Group, LLC A Daley Global Enterprises Company |
Success Stories
- The DG team has facilitated “Developing a Culture of Performance for Sigma Aldrich Corporation.
This company is made up primarily of Molecular Biologists and Chemists. Most were PhD’s with
little or no sales experience. The whole program of career paths, compensation plans, coaching
programs, the on line College of Sales and Science was implemented as the company ramped up
their sales rep numbers and merged several sales forces into one. Feedback received by HR from
employees was that this was the first time the employee felt the management team was pro actively
working with the employee for success. Turnover was minimal and sales grew. New products
were launched continually within the framework of the “Culture of Performance”. This program
was implemented in fifty six countries around the world. Cultural training was facilitated for all
country teams including the US team. US customers were expatriates’ from around the world.
Sigma Aldrich now has five colleges and has been runner up for two years in a row for Training
department of the year.
- Trained medical lab sales representatives to sell in the hospital surgical suite. Introduced new
technology to the representatives and the hospital customer base. The region we coached
outperformed all other regions in the world that year.
- Recruited and trained three districts of pharmaceutical sales reps (36 reps) in less than 2 years.
Most reps had no pharmaceutical or sales experience. Sales reps numbers were very competitive
with national rankings even though they faced significant regional market challenges.
- Trained Canadian sales team to find, acquire and retain large accounts. This team exceeded their
numbers that year. (Red Team or Large Account Management)
- Trained Sigma Aldrich country managers from around the world on "Building a Culture of
Performance". Training completed in Belgium.
- Developed and facilitated global sales and marketing training meetings attended by country
managers, R&D, marketing, tactical marketing and sales reps.