MindStrength sets up Keysight Technologies strategic initiatives for success
Challenges
After launching multiple active strategic initiatives designed to drive revenue growth and deepen their relationship with their global customer base, Keysight’s leadership wanted to create the conditions for maximum success focused on growth, new product strategy execution, leadership investment and the onboarding of high-value team members. Seeking to capitalize on these opportunities, Keysight needed a solution that would help them maximally execute against these strategic initiatives as well as eliminate any legacy or new barriers that could impede success.
Solution
Keysight engaged MindStrength, deploying its unique strategic learning solution to align and position its employees throughout the organization to execute against management’s strategic initiatives. MindStrength platform’s ease-of-use, flexibility, and adaptability made it the ideal solution to accelerate Keysight’s initiatives. With MindStrength’s patented Traction Index algorithm, executives gained visibility on how well teams executed against their strategies in day-to-day capacities at both the employee level and at the group level – which can be surfaced by country, region and function. Moreover, the ability to view team progress in real time from any device enabled Keysight executives to proactively manage initiatives for success instead of reactively looking at the aftermath of low performance when it is too late to change course.
Results
Keysight dramatically improved the effectiveness of their new product implementation process, empowering the global Keysight salesforce to apply their product knowledge to more effectively capture opportunities and drive revenue growth. Additionally, as management gained visibility into the effectiveness of all the strategic initiatives deployed within MindStrength, this boosted Keysight’s culture of high-performance and accountability.
"MindStrength was able to completely change how we execute strategic initiatives in the areas of sales, leadership frameworks, and high-value onboarding. And we continue to increase the number of initiatives on the MindStrength platform, compressing the time initiatives take to get traction, and as critical, avoiding poor implementation."
– Tom Lillig, General Manager, Keysight Technologies
Driving business growth
Challenges
Businesses depend on efficient processes and a stellar reputation to stay competitive. Window-ology, a regional home improvement business, relies on its salesforce to utilize a consultative approach to effectively assess customer needs to provide relevant product solutions. Initially, customer assessments were not done in a consistent manner resulting in products that as soon they were delivered were often returned, resulting in a high return rate. This cycle was not only costly for the company, it also diminished customer satisfaction.
Additionally, Window-ology faced another challenge that affected revenue growth: its salespeople were reluctant to promote newer and often higher margin products that required familiarity with new features and specifications.
Solution
MindStrength helped Window-ology solve these issues by creating initiative streams that enabled employees to apply the knowledge of a consultative selling approach bespoke to Window-ology’s methodolgy as well as to sell newer products with confidence. MindStrength’s adaptive interaction algorithm ensured employees executed against the key information they needed to deliver peak performance. Salespeople have immediate access to this information in the field, through the MindStrength reference library. Window-ology is now adding its operations team to the MindStrength platform to improve key internal processes to support post-sale and post-install activities. When teams performs at a high level, companies perform at a high level.
"MindStrength enabled us to deliver operational improvements that impacted the efficiency of our salesforce, and our customer delivery operations. These improvements increased our sales orders, reduced errors, and increased our overall operational efficiency, helping us deliver the excellent service our strategic partner Costco appreciates from us."
– Cheyenne Wu, General Manager, Window-ology
