Like to find out a little more about the clients we serve? These leadership development case studies will give you a better understanding of how we help organisations develop leadership capability and build high performing teams.
Envista
Envista is a global leader in the dental industry, consisting of over thirty trusted brands, including Nobel Biocare. Their purpose is to partner with professionals to improve lives and provide the best possible patient care through industry-leading products, solutions, and technology.
Envista is a leader in the dental products industry, providing innovative solutions to customers all over the world. They draw on their comprehensive Envista Business System methodology and experienced leadership team to ensure consistent success. Adding value through customer-centricity, respect and continuous improvement drives them forward as they strive towards becoming one of the top global companies within dentistry markets worldwide.
Nobel Biocare is focused on supporting dentists in their journey of changing lives for Australians and New Zealanders. They equip dental professionals with all the necessary tools and resources they need to provide first rate care for their patients. Their commitment is to make sure that every patient gets only the best treatment available.
Situation
Nobel Biocare engaged The Leadership Sphere to partner with them to provide a training program for their sales team that would instil fundamental sales skills. They were looking for a short, sharp and easy to follow program, not a 2-3 year plan. Their team consisted of technically skilled people whom they wanted to evolve their probing and initial discovery phase and not jump to the solution.
They had explored other leadership and sales training providers, but were looking for a partner that would listen to them and deliver a program that catered to their specific needs and what they wanted to achieve. It was critical that the partner they chose aligned with their values and would feel as though they were a part of their organisation.
Working with Envista
Objectives
They wanted a program that would develop their team to connect with their customers and get the basics right. They also wanted the team leaders to be able to coach, inspire and grow their teams. Nobel wanted to develop a sales process and sales skills that would result in an increase in conversion rates and overall sales. Nobel Biocare Country Manager of Australia & New Zealand, Sheree Jonathan and Envista Commercial Director APAC, Hayden Smith felt strongly that such a program would assist their team in understanding the fundamentals in a selling environment, but it was equally important for them to understand themselves and their customers.
“If you want an organisation that will actually listen to you and partner with you, then The Leadership Sphere is the option that you must go with.” – Hayden Smith
Approach
The Sales Excellence Program was designed by Loren Pettigrew, and initially rolled out to Sheree’s team of 21 sales associates. A coaching program was undertaken simultaneously for 6-10 of their senior leaders. The approach taken by TLS was based in human-centred selling with an underpinning principle in driving sales through people skills.
Underpinning a sales process with HBDI® and The Whole Brain® approach provided participants with the ability to connect, respond and relate to existing and potential clients with more ease. This results in higher levels of trust, a better ability to ‘flex’ in response to the audience and increased conversion rates.
“The Leadership Sphere feels like it has become a part of our organisation which is pretty special when you partner with someone else.” – Sheree Jonathan
Foundations
The sales process addressed all critical steps in meeting client demands, wants, needs and expectations, thereby reducing potential frustrations caused by using the wrong communication style or adopting a “one size fits all” approach to selling.
By using the HBDI® and Whole Brain® approach, their sales teams understand themselves better – especially how they think and communicate, and they know how to use this model to approach clients in new ways. It has impacted the way that the Envista and Nobel sales teams prepare for their sales calls and allows them to quickly build trust and demonstrate value, the way the client needs to hear and see it presented.
The sales coaching module also uses the Whole Brain® Model to refine one-on-one communication skills, building on information from the HBDI® Individual Profile and acknowledging the different thinking styles of both participants. Coaching can be a delicate process that requires tact and understanding, that means clear communication is essential for success.
“The sales coaching component is a must. It’s not just about the program, it’s the follow up. The cultural change within our organisation has been significant and that takes time. It takes your leaders within the organisation to implement that. They also need the skills and language to be able to do that.” – Hayden Smith
Outcomes
Envista has seen a dramatic change in the way people throughout the sales teams communicate. There is a consistency and commonality in the language used when working with both new and existing customers. The feedback from Nobel Biocare customers has reflected the positive impact this program has had, with particular reference to the fact that the sales team have a better understanding of what makes a good question and what information they need to get to know their customers before pitching a solution.
Some of the individuals who received the training, ended 2022 as being part of the top 5 performers within the organisation. Nobel exceeded their sales targets and saw significant growth for the first time in years.
The Sales Excellence Program was able to embed the understanding of behaviour within the culture of Envista and Nobel Biocare and the way that they do business. The success of the initial program was such that they have rolled it out to a further 2 teams. “The team is just so proud of where they were able to invest time in getting their skillset up in terms of how they interact with customers. And now they’ve been able to see the results of that.”
“Whether you’re a new or experienced manager, you’ll definitely get something out of [the Sales Excellence] program and be able to implement it as soon as you leave.” – Sheree Jonathan
The Leadership Sphere
The Leadership Sphere is one of the most highly regarded leadership development partners for small and medium business and larger organisations in Australia. This includes leadership development programs, building high performing teams, executive coaching and other leadership tools and services. We are grateful of the opportunity to work with Nobel Biocare Country Manager of Australia & New Zealand, Sheree Jonathan and Envista Commercial Director APAC, Hayden Smith and for the commitment and actions taken by everyone involved in the program.
Case Studies
Ashurst LLP
Ashurst is a leading international law firm established in the United Kingdom with operations in Asia, Australia, Middle East, and the United States. Although established in 1822, the firm did not officially set up shop in Australia until 2012 when it combined practice with Melbourne-based firm Blake Dawson (est. 1841) which then rebranded to Ashurst Australia.
APT Travel Group
The APT Travel Group (ATG) is a global business with an extensive portfolio of touring and cruising brands including APT, Travelmarvel, TravelGlo, Botanica World Discoveries, Captains Choice and Antarctica Flights. As Australia’s largest locally owned tour company and most awarded, it maintains an unparalleled commitment to innovation in defining what travel means, not only in Australia but the world.
DesignInc
DesignInc is an Australia-wide practice, dedicated to creating people-centric environments from the large scale to the small. DesignInc’s award-winning portfolio includes hospitals and laboratories, sport centres, schools and universities, workplaces, multi-residential communities and infrastructure projects.
Down Syndrome Victoria
Down Syndrome Victoria (DSV) is Victoria’s peak organisation representing people with Down syndrome and their families. They work alongside people with Down syndrome to reach their potential and live the lives they choose. Their aim is to create a society where people with Down syndrome are valued, and enjoy social and economic inclusion.
Envista
Envista is a global leader in the dental industry, consisting of over thirty trusted brands, including Nobel Biocare. Their purpose is to partner with professionals to improve lives and provide the best possible patient care through industry-leading products, solutions, and technology.
Jobsbank
Jobsbank is an independent, Victorian based not-for-profit organisation that makes inclusive employment and social procurement work for business. They look at individual business needs, tailoring solutions to increase employer inclusivity and fill workforce gaps. Working closely with government, community and non-profit partners they create full-service business support that makes socially inclusive employment easy and sustainable.
Our promise to you
- The best solution for delivering your desired learning outcomes.
- Highly experienced and accredited consultants, facilitators and coaches.
- Proprietary methodologies based on the latest research and experience from world-leading consultants.
- Evidence-driven program design. You always know what results you’re getting.
- Dedicated support team. We love to help you succeed.
- Open and honest communication. Our mantra is “clear is kind”.
- You define what ‘value’ means. We deliver.
Phillip Ralph
