Designed and Implemented the Sr. Account Leadership program for Accenture Business Operations
In partnership with CARA Corporation, Impact Sales provided a comprehensive capability development program aligned to the new competencies required of Account Lead Executives. We started with the top Account Lead Executives – those managing Accenture’s largest accounts internationally. Through custom-designed assessment, we provided Account Executives with personalized development plans that blended assessment, Sr. Executive Coaching, 1:1 coaching with Impact Sales, Virtual group training Huddles and opportunities for internal communication and strategic account development.
Phase Two – After the success of inaugural Account Lead Executive Development Program, the challenge was to scale to the total global account lead population. –Building on the new capabilities of the program graduates, we developed a “coach the coach” program which enlisted the first group of participants as coaches to subsequent peer groups. Groups were structured by industry and geographies, focusing on similar issues and strategies. Impact Sales worked developed custom-designed coach materials including comprehensive learning materials and trainer’s notes for coaches to hold virtual coaching sessions with their assigned teams, set program calendars and curriculum, assisted coaches and held monthly coach forums and custom-designed train the trainer materials.
"I worked with Marcia during the launch of the BPO Account Lead Development Program. When we contracted with her, she jumped right in, setting project goals, timeline, communication plan and strategy in an extremely fast paced environment with tight deadlines. What I am most impressed with is how Marcia so successfully interfaced with our executive team. She quickly understood their goals and crafted a program that was spot on. Not only did the program work on paper – but real time as well. Marcia brings executive presence with creativity and a keen understanding of sales and leadership capability and performance. She gets results!"
The CEO for this group stressed early on that this is not a training program but an ongoing way of doing business and achieving personal development aligned to business goals.
Account Lead Executives demonstrated continuous improvement measured against the newly defined competencies through self-evaluation and Sr. Leadership feedback.
After completion of the first year of the program, Account Leads were evaluated based on an account matrix scorecard. 90% of those evaluated had doubled their account offerings in the first year. 60% had tripled their offerings resulting in substantial account growth.
After the success of the initial program, the program was scaled to the global Account Lead Executive population. Subsequent groups continue to demonstrate the same account growth as exhibited by their alumni coaches.