Dell achieves business development goals
Uniquely enabled by its direct business model, Dell sells more systems globally than any other computer company. It is placed no.34 in the Fortune 500 with revenues of $60 billion and 90,000 employees.
Mentor ADE
These impressive results were achieved using Mentor’s Assess Develop Evaluate (ADE) approach to put Dell back on track.
Mentor conducted an independent assessment of the current situation and identified issues with leadership, ownership and accountability. The assessment also revealed that job-specific competence and morale required special focus.
Working closely with Dell’s business leaders, regional sales managers and sales personnel, Mentor created a change programme for the 100-strong Dell Public Sector team. Initially Mentor and Dell identified the required skills and competencies for success. Next we designed a 4-phase development programme tailored to each job role but with the same objective. Finally Mentor managed the cascade of the development programme from Directors to Sales Managers to Account Managers – and we helped to coach the managers to sustain the development.
Mentor designed the evaluation plan, managing feedback and monitoring performance against the pre-agreed competencies. Success has clearly been achieved by reversing low morale – this business unit is the most highly regarded within Dell. The business impact was rapid, with sales running ahead of target.
“Mentor’s ability to on-board and develop our key sales staff has been a major factor in the transformation of the public sector business in Dell UK.”
Paul Harrison,
Dell UK Sales Operations Director.
The challenge
After years of consistent success Dell Public Sector found it a challenge to achieve revenue and market share targets for 3 consecutive quarters.
Mentor results
In just 6 months Dell Public Sector achieved revenue targets for 2 consecutive quarters to become regarded as Dell’s no.1 business unit. Revenue for the last 2 quarters exceeded £500million. The solution is now being rolled out to other Dell business units. Significantly, time to target by team and individual reduced to an average of 4 months from 7.