This division of a Fortune 500 company had witnessed tremendous change in its market as its customers' preferences moved rapidly from pre-printed forms to electronic solutions. The company reorganized its sales system, reducing the size of its field sales force and changing the job descriptions and expectations for its field people.

The salespeople were overwhelmed by the new expectations and the change in their routines. They asked for help in organizing their territories and developing strategies and tools for managing their time more effectively. I was called in to work with their internal training staff to develop and present an approach that could be used throughout the company.

I followed our usual customization process: phone interviews with key executives and salespeople, coupled with a more quantifiable behavioral analysis and a review of numbers and results. Working in collaboration with the company's trainers, I then created an interactive seminar, including custom designed worksheets and forms that could be adapted and used by the company.

I presented that seminar in each of four regional sales meetings. The company's trainer used our video training materials to present the same material to the inside staff.

The results? Read what the company had to say in a letter of recommendation:

"Thank you for presenting and sharing the invaluable and practical Time and Territory Management training to our USA field sales group...Because you spent your time to get to know our company, sales processes and business needs, we saw the program as highly beneficial to out training program, and an asset for our group's on-going success. On behalf of my learning team and the training participants, thank you for exceeding our expectations."