The Dale Carnegie Leadership Training for Managers program was implemented to strengthen management skills, allowing directors to focus on growing the business. In addition, a customized in-house Sales Advantage program equipped the Fabric Architecture team with confidence and a process to present their solutions enthusiastically, influence the conversation and to close more sales. As the change process continued, key people were selected to attend the Dale Carnegie Effective Communications and Human Relations program. This taught them to become masterful at building and strengthening interpersonal relationships, while being able to manage their roles in a fast paced and everchanging workplace.
As a result of the Leadership Training for Managers program and pressure to create a more efficient operation, the company was reorganized into a flat structure which exposed staff members to more varied roles including sales work. As a result of the Sales Advantage program the company achieved a 26% growth in sales over the previous year. As a result of Dale Carnegie Effective Communication and Human Relation program, they are now equipped to solve problems in partnership with others, be more focused in their leadership, and present themselves with enthusiasm and confidence in all situations.
Challenges
In order to further grow the business, the senior management of Fabric Architecture realized that they would need to change the structure of the organization. Director Debra Drew, a Dale Carnegie graduate, wanted to make sure that the team were supported through what was to be a rapid change program, and that the current business did not suffer.
Solutions
Initially three people attended the Leadership Training for Managers program to strengthen their management skills in order to allow the directors to focus on growing the business. The customer facing team were then put through a customized inhouse Sales Advantage program in order to equip them with confidence and a process to present their solution. Then four key people were selected to attend the Effective Communications program which helped them to become masterful at building and strengthening interpersonal relationships.
Results
The structural change happened successfully with little disruption to the business. By improving relationships with suppliers, the subcontractor work force grew by 70%. The company achieved a 26% sales growth over the previous year. By changing the approach to being customer centric, closing rates on proposals rose by 23%.
“Fabric Architecture is poised for major growth and our partnership with Dale Carnegie will ensure our people have the best skills to deliver the results we need."
