The main challenge for sales managers in this company division is to influence other business units and customers without direct authority. The purpose of the coaching intervention for sales managers was to enhance soft skills in this matter, to understand how they are perceived by others, and how they can change to influence the outcome in a positive way.

Through a kick-off meeting, the opportunity for this development has been offered to two departments at first. The sales managers were invited to complete a Hogan INSIGHT profile that was discussed with one of the pre-selected coaches of the TPN coaching pool for this project. Based on the results of the reports the sales managers identified their most important areas of development and were accompanied by their chosen coach throughout a series of 3 x 1 hour coaching via telephone, video call or face-to-face.

While this development intervention is running other departments have already asked for similar support in strategic self-awareness as they observed positive changes in the behaviours of their colleagues.