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“livingyourfuture improves confidence and self-belief of the WorldPay team” Our client WorldPay is a major global leader in payment processing, operating in over 40 countries and dealing with around half of all card transactions in the UK and Europe. As pioneers of online payments for small and medium sized businesses, today they process millions of online payments every day. In the UK, their trading name ‘Streamline’ tends to be more recognised amongst businesses and individuals. In 2010 WorldPay was sold by the RBS Group. Backed by venture capitalists, a new executive team was created meaning significant changes for the Senior Leadership teams of the individual businesses operating within the WorldPay brand. With many people transferred to the new business, a significant period of change followed.
What was the client brief? Following the above changes to the business, a number of internal reviews had been carried out, resulting in: • • •
The introduction of a new vision and set of values A re-structure of the sales function to create a multi-channel proposition based on telephony, field based teams and web self serve A capability review of individuals across the sales functions, and a new definition of how a world-class sales professional looks, feels and acts at WorldPay
WorldPay engaged Pti Worldwide to embed these internal initiatives, help create and build the performance culture, and improve the mindset & skillset of all sales, customer-facing and Leadership teams. enquiries@livingyourfuture.co.uk
www.livingyourfuture.co.uk
As a partner, it was really refreshing to see the importance and weighting that the Leadership team placed on ‘mindset’. Not only did they want to develop the professional skills of their people, but there was also the recognition that from Day 1 they wanted their people to feel that this programme was also an investment in their personal/life skills.
What was the Pti solution? Pti was initially engaged to work with the small/medium business arm of Streamline, and a blended solution was created to meet the various preferred learning styles, including: • • • • •
Face to face modules Pre and post work between the face to face interventions E-learning modules – specific focus on product training with pre-knowledge tests and post-applied knowledge reviews Individual presentations of applied learning Leadership coaching and embedding with specific performance measures
All of which were aligned with the vision, values, business growth strategy and individual personal development plans, appraisals and performance measures. The initial phase of the programme is being rolled out over a 12 month period, which strated in March. A cascade approach… The programme started with Leadership. Briefing sessions were run for the Exec team, and a tailored Leadership programme was delivered to all Leaders of Managers and Leaders of people, titled ‘The Inspirational Leader’.
enquiries@livingyourfuture.co.uk
www.livingyourfuture.co.uk
The ‘Selling Success’ programme was created for the sales and customer-facing teams to align with the Leadership team’s focus on two critical components:
Mindset and Skillset A series of 1 and 2 day high impact modules are being delivered over the 12 month period. ‘Mindset’ is addressed through modules from our leading edge personal development programme ‘livingyourfuture’, which is focused on unlocking people potential, personal transformation and peak performance. By operating from a strong core of personal ownership, a winning mentality, high personal standards of excellence and igniting the flame of self-motivation, desire and will, means the difference between individuals consistently performing at their peak or just coasting in cruise control. From this solid core we then focus on the ‘skillset’ required to be world-class in their roles, and within the programme cover: • • • • •
An introduction to a new sales methodology…making every CONTACT count A series of sales support tools ‘Developing Your compelling value proposition’ and business specific product knowledge ‘Growing MY business…what’s MY plan?’ and essential commercial and business ‘savvy’ skills Consultative selling & relationship building
All of which are delivered through a blended, transformational learning and development experience.
What are the results so far? Having started delivery in March, the programme is still in the early stages of roll out, however already… Following the livingyourfuture modules…delegates’ feedback showed a 56% uplift in their thinking, mindset, confidence and belief All Leadership and Management are following a behavioural and numerical coaching framework with tangible performance measures in place With an average target of 10 sales per week per seller, record weeks have been reported within 5 weeks of the start of the programme – 16 sales in 1 week being the best…a 60% uplift! There has been a significant shift in the source of business leads, with increases in self-generated opportunities. A customer referral programme has been implemented with a league table across teams to track performance and uplift. One sales team member delivered 3 new customers in a week, 30% of their target, within 3 weeks of starting to implement the strategy! enquiries@livingyourfuture.co.uk
www.livingyourfuture.co.uk
“livingyourfuture is a fresh, innovative and action-focused programme. The difference it has made to the confidence levels and self-belief of the team has been fantastic, the feedback has been outstanding and this is starting to play out in the increased performance…with a number of team members delivering their best week’s performance of the year! livingyourfuture is the perfect blend of personal and business content which has made an impact on the team and their personal and professional success.” Caroline Drake, HR Director Streamline – WorldPay
What’s the feedback from delegates? Below is just a selection of the great comments received from the delegates…
“I have been amazed at what has been highlighted on this programme – a very thought provoking day which has given me food for thought in lots of areas of my life – both personally and professionally.” “To summarise, the whole programme has opened up so much in re-thinking my role, and life in general, so much to take away and apply.” “Really good programme…it opened my eyes more than I can say. I knew I needed to improve in my role, but now I know how to go about making those improvements!” “The biggest impact for me from the programme has been thinking about my mindset each day. If I’m positive I’m GOING to get a positive result!”
Let’s talk… If you'd like to discover how we can help you grow your business and unlock your people potential just call us on +44 (0)870 850 8931 or email enquiries@livingyourfuture.co.uk to discuss your requirements in more detail.
enquiries@livingyourfuture.co.uk
www.livingyourfuture.co.uk