Success Stories
A Busy Executive of a Global Firm Learns to Present His Ideas in a Powerful Way to International Audiences
Carlos is an international business leader. He's lived in six different countries and traveled extensively to countless more. He has colleagues and contacts in dozens of places and knows important cultural standards about every major international business player.
Not surprisingly, when an international manufacturing company needed someone to lead their sales teams in five different countries, they turned to Carlos. He had the language skills, the people skills, and the industry expertise. He was a good presenter, but a few months into the job, the company discovered something interesting. Teams in the various countries liked and respected Carlos, but were unclear on his goals for the company and felt they didn't know him well enough. This had the potential to impact the motivation of his teams that were carrying out the sales efforts. The company turned to us to figure out why this was happening and to help Carlos get his messages across to all of his teams effectively.
Carlos delivered quarterly presentations to each of the sales teams. We did the math - he was giving 20 presentations per year to five different groups in five different countries. Understandably, Carlos was very busy. We found he struggled to balance his other responsibilities with preparing for these presentations. Preparing often fell by the wayside. And it showed - in everyday conversation he was energetic and animated, but on the podium he was stale and monotone.
We started to videotape mock presentations so Carlos could see for himself what he looked like on the podium. Upon his first viewing he was shocked to see his personality wasn't coming out on stage. It was clear that his various sales teams weren't seeing his true side.
We gave Carlos techniques and methods for effectively practicing for presentations and vocal techniques. His real breakthrough came when we started working on discovering stories. By developing personal stories about what motivates him, and connecting them with important business points, Carlos began to reveal his personality and passion for the business. He began to reveal his worldly, articulate personality. The authentic voice in Carlos began to come out. The audience began to see him as a real, determined leader with an impressive background and a great vision for the company.
Carlos finished his coaching by developing a new vision for outstanding sales excellence. He worked on developing the presentations and stories to drive this vision and values down into the organization. Despite his time restraints, Carlos found it easy to remember these stories and deliver them with impact, allowing his various international teams to share the same motivation and drive that would push the company forward to meet its goals.
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