PROJECT: Increase sales and create a corporate plan
CLIENT: Software Development, Sales and Training (35 employees)
CONSULTANT: Martyn Carruthers
BENEFITS: Recover sales performance
BACKGROUND: This company was started in 1989 by a computer science
graduate, who sold and later developed specialty software products. The owner
described himself as having been both a creative designer and a dynamic
salesman. Yet his sales volume dropped despite improved, innovative
products. The owner requested systemic coaching to regain sales volume.
SITUATION: Employees included a computer science professor
as a trainer and computer science students as developers. Although the
owner reported good internal communication, the technical staff showed
little interest in selling the products that they developed. The owner's
wife had taken charge of marketing, with a shared assistant (the owner's
first employee) as a part-time sales manager.
SYSTEMIC DIAGNOSIS: The downturn in sales had coincided with
his wife becoming marketing manager while the owner assumed an
executive role. The drop in sales coincided with the owner delegating
sales and marketing to his wife. The owner described a linear management
structure, with little delegation. This business team had a systemic
structure of a family. The owner said that his wife sometimes treated
the technical staff as if they were her children.
The owner was focused on increasing sales. Systemic diagnosis
exposed a real and immediate need for the owner to reactivate and use
his dormant qualities of creative-developer and dynamic-salesman. Strategic
planning would be simple once the owner could again access and use the
qualities upon which he had built his business.
SOLUTION: Systemic coaching helped the owner regain access to
two missing qualities. Strategic planning then
helped the owner develop a vision of the company as a stable, profitable
organization that could be sold or franchised. The first step required that
the owner initiate difficult discussions with his wife and with
their assistant to clarify the situation and find acceptable solutions.
Systemic coaching prepared the owner for these discussions.
- change the at-work relationship between the owner and his
wife (couple coaching)
- optimize teamwork in alignment with the redefined
management structure (team coaching)
- identify innovative marketing strategies
- recruit salespeople who were motivated to sell computer
The owner plans to
obtain regular systemic coaching.
NOTES: Following systemic diagnosis, solutions may appear obvious.
The owner had felt torn in a 3-part conflict - being a manager, being
a creator and being a dynamic seller. Such conflict often produces
confusion, in an executive and in an organization (especially in
organizations structured as families).
Organizational performance is one result of clear relationships.
Systemic coaching accelerates
both relationship clarity and productivity.
Case History 1:
Mentorship in Upper Management
Case History 2:
Manage Families in Organizations
Case History 4:
Entrepreneurial Management in a Bank
Interview with Martyn Carruthers
Systemic Coach Training
Systemic Coaching applies the principles of systemic coaching in an
effective online coaching, training and mentorship program. We coach
and train people to coach and train new coaches and mentors, while
resolving physical, emotional, mental, relationship and spiritual
Systemic coach training is for motivated and
- Systemic relationship diagnosis and guilt
- Advanced goal definition and planning
- Interactive metaphors and integrity
- Remedies for existential identity loss
- Contextual identity loss (relationship bonds)
- Trauma, abuse and stress
- Mentorship and inspiration
- Couple and Partnership Coaching
- Family Coaching
- Team and Leadership Coaching
Online Coaching, Counseling & Mentorship
Plagiarism is theft. © Martyn Carruthers 2003-2018
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