{"id":33803,"date":"2024-12-24T15:17:21","date_gmt":"2024-12-24T15:17:21","guid":{"rendered":"https:\/\/perpetos.com\/?post_type=reference&p=33803"},"modified":"2024-12-24T15:17:21","modified_gmt":"2024-12-24T15:17:21","slug":"perpetos-shows-ontex-france-the-power-of-co-development-and-non-directive-coaching","status":"publish","type":"reference","link":"https:\/\/perpetos.com\/en\/reference\/perpetos-shows-ontex-france-the-power-of-co-development-and-non-directive-coaching\/","title":{"rendered":"Perpetos shows Ontex France the power of co-development and non-directive coaching\u00a0\u00a0"},"content":{"rendered":"\n

Ontex is a leading international personal hygiene group that engineers high-quality products for baby care, feminine care and adult incontinence care. The company has its own regional brands, but also offers products for leading suppliers of retailer brands.  <\/p>\n\n\n\n

Coaching skills needed  <\/h2>\n\n\n\n

The Ontex France sales team (Elderly Care division) is comprised of regional sales managers, who are mainly dedicated to business development, and product specialists \u2013 often former nurses who are now responsible for training end users on the use of Ontex products. Both roles have sales representatives reporting to them, and therefore they require elementary management and coaching skills.  <\/p>\n\n\n\n

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Due to recent changes in the Ontex France organization, we had a new and relatively young team of sales managers and product specialists, many of whom had no sales or management experience. I felt the need to develop these skills with my team and provide them with the tools to lead their teams in a non-directive style. Based on our previous experience, Perpetos was the perfect fit to make this work.<\/p>\nsays Val\u00e9rie Della Giustina<\/strong>, sales director at Ontex France<\/cite><\/blockquote>\n\n\n\n

Intervision and blended learning  <\/h2>\n\n\n\n
\"Ontex<\/figure>
\n

Perpetos proposed a mix of classroom-based and virtual training sessions \u2013 both with theory and practical content \u2013 over a period of several months. Three sales managers and five product specialists joined the sessions. The training was led by Perpetos trainer Elis\u00e9o Manfron<\/strong>, an ICF (International Coaching Federation) certified coach, who applied a variety of coaching and active listening techniques.  <\/p>\n\n\n\n

During the two virtual sessions, the trainees used a technique called \u2018intervision\u2019, or Cod\u00e9veloppement Professionnel,<\/em> a method originating from Qu\u00e9bec. This refers to sessions where small groups of participants with similar backgrounds exchange experiences under the guidance of a facilitator. The goal after the training is to use the knowledge again and to learn from the experience of colleagues. <\/p>\n<\/div><\/div>\n\n\n\n

<\/div>\n\n\n\n

Creating a safe environment  <\/h2>\n\n\n\n

The intervision method is also used to create a safe and reflective environment where everyone involved can speak up to solve a common solution. And that\u2019s exactly what the training participants need to be able to do as well with their own teams of sales representatives.  <\/p>\n\n\n\n

\n

In our training sessions, we pointed out the importance of creating a safe environment and applying an empowering coaching style. This means not being too directive, but instead trying to enable people to speak up without the fear of being judged or criticized.<\/p>\nsays Elis\u00e9o Manfron<\/strong><\/cite><\/blockquote>\n\n\n\n

\"\"<\/figure>
\n

Val\u00e9rie Della Giustina<\/strong> acknowledges the importance of this coaching style: <\/p>\n\n\n\n

\n

In our sales organization, we work with teams that include people from different generations, who often have different views and expectations about work. It\u2019s important to give all generations the feeling that they are allowed to express themselves at Ontex in all freedom, while at the same time encouraging them to reach their sales goals.\u00a0\u00a0<\/p>\n<\/blockquote>\n<\/div><\/div>\n\n\n\n

<\/div>\n\n\n\n

Non-directive coaching  <\/h2>\n\n\n\n

According to Elis\u00e9o<\/strong>, the biggest mind shift the training participants have experienced is that there are different modes of managing people. The key is to know which mode to use at the right time and in the right situation. <\/p>\n\n\n\n

\n

Sometimes you need to apply non-directive coaching, which means focusing on active listening and asking open ended questions. This non-directive style can be much more motivating and engaging. Other times however, a directive approach can be more appropriate<\/p>\nElis\u00e9o<\/strong><\/cite><\/blockquote>\n\n\n\n

The feedback from Ontex France on the training sessions was more than positive: <\/p>\n\n\n\n

\n

The sessions were very well received and the trainer managed to make a very good connection with its participants. Afterwards, our team was able to effectively apply the intervision methodology with their team, and that was really something that we had been missing in the past.<\/p>\n<\/blockquote>\n\n\n\n

For example, product specialists now use this technique when they are in the field with their sales representatives. Thanks to this training, they know better now how to guide their representatives and how to make them more aware of their areas for improvement. <\/p>\n\n\n\n

\n

Our team has become more comfortable and confident to work together through co-development and they are encouraged to come up with their own ideas and proposals to reach our sales goals. With this training we also want to show our team that we believe in them and that we want them to be engaged for Ontex France in the long run as well.\u00a0<\/p>\nVal\u00e9rie Della Giustina<\/strong><\/cite><\/blockquote>\n\n\n\n

As a result of the training, Ontex France is expecting more efficiency in terms of coaching its sales representatives, which the company hopes to see reflected in the sales results.  <\/p>\n","protected":false},"excerpt":{"rendered":"

Ontex France called upon Perpetos to help its renewed and rejuvenated sales organization develop effective management and coaching skills. Through a mix of classroom-based and virtual sessions, Ontex sales managers and product specialists discovered essential techniques to lead and coach their own teams of sales representatives towards better results.<\/p>\n","protected":false},"author":11,"featured_media":33804,"menu_order":0,"template":"","format":"standard","meta":[],"categories":[7,665,4],"tags":[],"department":[509],"media":[],"topic":[514,522],"acf":[],"yoast_head":"\nPerpetos shows Ontex France the power of co-development and non-directive coaching\u00a0\u00a0 - Perpetos<\/title>\n<meta name=\"robots\" content=\"noindex, follow\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Perpetos shows Ontex France the power of co-development and non-directive coaching\u00a0\u00a0 - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Ontex France called upon Perpetos to help its renewed and rejuvenated sales organization develop effective management and coaching skills. 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