How Jabra N.A. Developed an Army of Sales Leaders During Disruptive Times
Case Study - Limitless Leader
Kelly Nagel, President and GM of Jabra N.A., partnered with Sheryl Kline to empower herself and her sales leaders to be Limitless Leaders, so they could exceed projections and expectations in a sustainable way. Through 1:1, small group and larger scale facilitations, coaching and support, they far surpassed 2020 goals, with the North American team being awarded the highest market share growth in U.S. work-from-home category by NPD along with many other significant milestones. All this while continuing to gain momentum well into 2021. Most notably, they built the mindset, influence, and habits to become compassionate yet fiercely focused and profitable sales leaders amidst an increasingly disruptive year.
Custom Instruction Was Provided to:
- Gain clarity on individual, team and regional vision and goals
- Build confidence in self, team, and leadership to serve each other and customers
- Strengthen influence with self, team, leadership and customers to build trust, compassion and authority
Based in Buffalo, NY, Kelly is a seasoned and proven leader in technology enterprise sales and distribution who is passionate about connecting people through sound and video, especially as we emerge into the new normal. Kelly is also committed to diversity and inclusion, courageous mentorship and empowering others to be their best. Outside of the workplace, Kelly is a mother to a teenage son, wife, loyal friend, world traveler, and dedicated member and contributor to the Women in Technology Network as well other initiatives that support women in the workplace. For over a year, Sheryl has personally taken Kelly and her sales team through the Limitless Leader system and continues to provide ongoing support.
Kellyโs Path from Great to World-Class
“Prior to meeting Sheryl I was confident in my ability to lead my team, but I wanted to have more influence with my global peers, Jabra’s board of directors, and our CEO. Despite an extremely competitive marketplace, a pandemic well underway along with other global challenges, I can honestly say that my confidence and impact has increased in every way. I now feel like I am a force to be reckoned with. In addition to the North American team being awarded the highest market share growth in the U.S. in work-from-home category by NPD in 2020, I couldn’t be more happy about how the year wrapped up. My level of influence, from being able to successfully challenge our CEO, to empowering my team and gaining the respect of my peers, has gone up 10 fold. I’ve also had the opportunity to present to our board, and the feedback from the chairman was extremely positive which was a tremendous feeling. I am extremely thrilled with the confidential 1:1 coaching I’ve received from Sheryl. While business was exceptional, the first pandemic year did not come without challenges, and we still have obstacles to overcome going forward. I knew we had to arm our sales team with more tools to have the mindset and habits to remain resilient, confident, productive, and profitable. With full confidence in Sheryl’s Limitless Leader system, in her dedication to showing up and challenging me to sometimes be uncomfortable to achieve said goals, I entrusted her with my sales team. I’m extremely happy with the results of the work they put in with Sheryl, and I’m highly optimistic about the remainder of the year” stated Kelly.
Prior to Going Through The Limitless Leader System, Senior Members of the Jabra N.A. Sales Leadership Team Were Performing Extremely Well But Struggled with:
- Self-discipline to incorporate best practices until they became habits to replace a stress-induced work pace.
- Ability to regain or maintain confidence after setbacks.
- Making decisions and presenting goals to the team and leadership in a way that drives enthusiasm and confidence.
- Ability to be confident and to adapt quickly in the new normal while remaining a key stakeholder.
- Creating a sustainable way to manage workload.
- Having productive communications when emotions run high.
What Did the Jabra N.A. Sales Team Have to Say About Their Experience Working with Sheryl?
“I very much enjoyed having Sheryl as a trainer and would recommend her. She asked great questions that enabled me to go in and find answers. I found the Limitless Leader system and Sheryl very beneficial.”
“Uplifting, compassionate and empathetic. Coaches the best of the best. Would recommend for future trainings for other high performers.”
“Yes I liked Sheryl and would recommend her to do future trainings for the organization as I took some valuable lessons that I apply routinely from her curriculum.”
“Sheryl is wonderful. Loved working with her. Great listener and offers constructive advice you can execute in your daily life.”
“Sheryl is a breath of fresh air that holds a truth mirror up for you and gives you the courage to look inside.”
After Completing the Limitless Leader System Digital Course Combined with Live Group Coaching from Sheryl, Senior Members of the Jabra N.A. Sales Leadership Team Reported the Following Transformations:
- A more focused, productive, and ultimately more profitable work pace.
- More agile, resilient and confident, even after setbacks.
- More decisive and confident with leadership and with team when making and delivering strategies and decisions.
- More confident in ability to be agile and adapt to demands from leadership and customers.
- Feeling less stressed and overwhelmed due to new tools to manage mindset, priorities, and time.
- Better emotional agility resulting in more productive communications, especially during crucial internal conversations with team and leadership as well as with clients.
What Metrics Were Used to Measure the Results of the Limitless Leader Coaching Process?
A pre- and post-coaching assessment was done using The High Performance Indicator (often called the “HPI,” “HPI-II” or “HP-36”) which is a 36-point scale used to measure the factors that matter most in predicting high performance (aka long-term success). The scale was developed by Brendon Burchard, High Performance Institute researchers and graduates from the Master of Applied Positive Psychology (MAPP) program at the University of Pennsylvania. Based on research and proven performance improvement methods, the HPI is the world’s first validated assessment on high performance created and backed by a high performance coach with over a decade in the field.
Please see the table which shows average scores on six key principles of High Performance: Clarity, Energy, Necessity, Productivity, Influence, and Courage administered both prior to starting the coaching cohort as well as after the coaching cohort commenced. The average score percentage increase for each is significant.
Summary
As Jabra moves into year two of the pandemic and plans for new opportunities as well as new challenges, mastery of a world-class toolset along with the accountability to support it will be required for optimal performance and profitability. The performance and profitability results of Kelly Nagel and her team have been and continue to be tremendous, and I look forward to continuing to work with them. These are truly an army of sales leaders who have the mindset, influence, and habits to continue to perform well beyond the standard norm, especially during disruptive times, and that’s exciting to see.
For More Information:
To find out more about the Limitless Leader system or to discuss how you or your team can work directly with Sheryl, please apply for an Ignition Call at: www.sherylkline.com/ignition or go to www.sherylkline.com/pages/corporate.