Shepell•fgi –
Shaping Sales Culture and Key Account Management
Client Challenge:
Warren Shepell and fgi World joined together to form Shepell•fgi, one of North America’s leading providers of health and wellness solutions for employers and their employees. One of the challenges faced during this corporate merger was effectively integrating cultures and Clients while maintaining targeted revenues. They sought to develop a collaborative and strategic approach to managing “Tier One” Client relationships in a way that was both seamless and effectively positioned both Warren Shepell and fgi product and service offerings.
The Fusion Solution:
We collaborated with Shepell•fgi’s Executive Leadership and Sales Teams on several fronts:
1) Designed and delivered their annual Professional Meeting to facilitate the positioning of the Shepell•fgi culture. Specific outcomes included:
- Creating success by gaining a clear vision of Shepell•fgi goals
- Establishing a unified identity by building relationships, collaborative team spirit and core values
- Translating insights and vision gained and applied as a leader at Shepell•fgi
2) Designed and delivered a “Key Account Planning Program” for Business Development Managers and Account Managers. Specific outcomes included:
- Working together as teams to develop a strategic and consultative approach to Shepell•fgi’s top tier accounts
- Maximizing their ability to uncover opportunities and cross-sell new products and services
- Complete account plans and a strategic partnership for improving sales success
