Corporate
Credit Card and
Travel Management
National
Sales Meeting
The
sales force of this leading corporate credit card/business travel
company was experiencing its toughest year ever. A war; continuing
recession; an aggressive, effective attack by a major competitor
plus a protracted, 6-month internal reorganization combined to
produce a battle-weary, exhausted, reactive, defensive sales organization
whose confidence and morale had been driven to an all-time low.
MPP focus groups and a pre-event survey identified
the need for a meeting that was close-up and personal, with leaders
talking about the real world challenges facing the division and
working to create new bonds within people in the organization.
Research found that the sales force did not
want another upbeat "dog and pony" show like past years'
sales meetings. Their world had changed, and they wanted a meeting
that would acknowledge their new reality and prepare them to succeed.
"Taking Charge" was the theme,
and serious business was the focus for several days. No skits,
no songs, no stage sets. Just straight talk and listening, working
together honestly in small groups, sharing ideas, building new
beliefs, skills and renewed confidence.
Post-Meeting ROE:
Pre-meeting, 74% perceived the company as
reactive and being swept along by events. Post-meeting, negative
views were reversed with almost two-thirds of the sales force
viewing the company as flexible and proactive for a total shift
from negative to positive of 201%.
90% were satisfied that their management was
committed to an aggressive, proactive, customer-responsive approach
in the coming year.
From pre-meeting to post-meeting there was
a 71% increase in those who were very confident in meeting or
exceeding their objectives...a total shift from negative to positive
of 136%.
Confidence that the company would effective
respond to card competition went from 50% pre-meeting to 82% post-meeting
.. a total shift from negative to positive of 136%.
The number of those who were very confident
that senior management was truly committed to new quality initiatives
increased by 122%.
The number of those who were very confident
the organization was moving in the right direction increased by
340%.
Pre-meeting, only 44% were satisfied with
morale. Post-meeting, 79% were satisfied with morale .. a total
shift from negative to positive of 150%.
Pre-meeting, 46% were satisfied with marketing's
performance in understanding prospect's and customer's needs.
Post-meeting, 80% were satisfied .. a total shift from negative
to positive of 162%.
86% were satisfied that their quality of services
provided them competitive advantage.
84% felt they were well prepared for selling
with the tools to meet the competition head on.
93% were satisfied with the relevance of the
executive presentations.
89% said the meeting was effective in increasing
their ability to compete.
88% said the meeting increased their belief
that the organization will be more customer focused.
88% said the meeting was effective in providing a highly motivational
experience.
The prior year's meeting had received the
highest ratings in the company's history. 74% rated this year's
general sessions as being better with an additional 19% rating
this year's just as excellent.
MPP Services employed:
- Executive interview summaries
- Tele-focus group summaries
- Pre-meeting survey data and analysis report
- Meeting design recommendations
- Speaker consultations
- Pre- and post-meeting ROE survey data and
analysis and benchmarking of attitudes and perceptions
The client committed to the MPP for
the next year's national sales conference.
