Case Studies

Moving at the Speed of Business – Defining training excellence in support of dynamic business needs

Project Summary:

  •  Industry: Biopharmaceuticals (rare & rheumatic disease)
  • Employees: 1900
  • Outcome: Standardized job roles and defined career progression

Organizational Challenge:
Despite a heavy investment in defining capabilities, re-structuring to reduce span of control ratios, and engaging with various vendors for external benchmarking, this Fortune 100 “fastest growing company” sought to create standards of excellence as a strategy for their Commercial Training & Development team. Defining “what great looks like” across their training job family, and standardizing tools and templates that proved successful, would allow this team to keep pace with the dynamic needs of the various business units and continue to deliver the same level of excellence stakeholders had come to expect.

To consistently deliver excellence, they sought to:

  • Define and standardize roles and titles
  • Align role standards to job descriptions, hiring guides, performance management assets, and action plans to ensure they attract, retain, and invest in the best talent
  • Equip sales training leaders with the tools to support in-role development and prepare for role advancement
  • Pivot from tenure-based promotions to career pathing based upon influence, impact, and value
    added to the organization

Performance-Based Solution Components:

  • Role Excellence Profiles (REPs) for key Commercial Training & Development roles: Sales Training
    Manager, Senior Sales Training Manager, Associate Director, Director, Senior Director, and Executive
  • Assets to support the new standard of excellence for each role, including: Job Descriptions,
    Interview Guides, Coaching Guides, and Action Plans
  • Career Pathing Roadmap

Client Impact:

  • Increased levels of engagement, job satisfaction, teamwork, and intention to stay
    with the organization
  • Higher levels of productivity by reducing redundant activities of multiple roles
  • Increased satisfaction with leadership
  • A more consistent, repeatable approach to serving multiple business units
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