Case study – Team scan

A well-known FMCG company contacted us about a performance problem with one of the sales teams.

Challenge:

• The team was quite diverse in terms of age and experience.
• The management was satisfied with the individual skills of the team members, which had already been evaluated.
• Prompted by their intuition, however, the management felt that something that would free the full potential of the individuals was missing.

Solution:

• To find a solution to this problem, the Generations Recruitment’s Consultant carried out a “G.R.A.M©” team scan. He ran the model individually for each team member.
• Following this, the information was compared to the individual debriefing validation which enabled a complete report to be drawn up.
• This underlined the fact that the gratification systems offered by the management did not fully meet the aspirational motors expressed by the Team Scan in the team’s composition.
• A half-day Team Dynamics session was therefore organised with the management and HR teams.
• Role-play enabled each of them to understand the motivational levers that lay beneath the team, their expectations of the employer and their vision of the professional challenges.
• Following this session, a report presented a global vision of the team’s internal dynamics and the way it works, advice and a recommendation for building better gratification plans that would have more influence on motivation.

Result:

• Thanks to these conclusions, the management team was able to offer an adapted plan so as to increase motivation at work.
• Since then, the sales team has grown its results and the level of satisfaction has increased significantly.