Turning Lone Wolves
into a High-Performing Team

The newly appointed leader of a Pharma Corporation’s team set out an ambitious goal: to create the best-performing sales team in his region.

To get there, he had to go beyond org. charts, performance reviews, and town hall meetings and get a deep understanding of the REAL organization he was about to lead. This way he could see how his teams’ performance could be improved and determine whether his people were working as one.

He contracted Innovisor to diagnose the hidden informal networks and deliver an easy-to-implement action plan to improve performance!
The initial results were concerning:

• The organization was highly fragmented
• Sales worked in 7 silos with limited connections outside
• 41% of sales worked as lone wolves, without connecting to the team

Such a fragmented setup contributed to wasted resources. Communication within the organization was lengthy and time-consuming, and finding knowledge outside one’s team was a headache. This level of fragmentation was detrimental to performance. After all, a pack of lone wolves will never be as successful as a well-connected team.

The CEO needed to boost connectivity and increase performance. We were ready to help him get there:

• A team-based incentive scheme was created
• “Working as One” became the shared goal of the sales organization
• 10 Connectors within the organization were activated to bust the silos
• A re-assessment was scheduled

After one year, we were excited to re-assess the organization.

• Sales became central to the organization
• 100% of the sales team connected; lone wolves no longer roamed the department
• The organization’s Ripple Speed – the speed by which information travels across the organization – skyrocketed, which made communication fast and effective. What does it mean? Better lead generation, better proposals, faster response, and more wins.

Most importantly, the organization was working as one. By restoring connectivity, increasing the ripple speed, and taming the lone wolves, the CEO successfully managed to increase performance.

He is now a celebrated country CEO of an organization 10x bigger, with us as a lifetime wingman on his side.

His ability to break down silos and unite teams has become a cornerstone of his leadership approach, allowing the organization to thrive in an increasingly competitive market. The journey from lone wolves to a cohesive, high-performing unit stands as a testament to what’s possible when connectivity and collaboration are made a priority.

Check out our People Connectivity Accelerator solution and get in touch with us!