1. Case
Study /
Consistent mental toughness training delivered to 3,000 sales people
across 20 countries that will motivate and equip them to achieve new
targets in 2012
Equipping a global
sales force to achieve
new targets
01/ The Client
Thomson Reuters is a global business data company that operates in
over 100 countries and has over 55,000 employees.

2. 02/ The Challenge
Thomson Reuters had undergone quite a change as an organization,
particularly in terms of its sales teams. The company decided to invest
in a program that would motivate and inspire its sales people at the
beginning of 2012, and set them up for success in what promised to
be a challenging year for sales targets. The company recognized that
an invigorated global sales force would have a significant impact in
helping drive success in the coming year.
The scale of the project was a particular challenge: 3,000 sales
people within the financial and risk division needed to be motivated
and inspired to achieve their targets at a series of 27 sales kick-off
conferences, in 20 countries worldwide, in the space of a month from
the initial kick-off meeting.
The sessions needed to be organized quickly and had to be tailored
specifically for the sales people to ensure the training had maximum
impact and would empower them to achieve higher levels of
performance over the coming year.
03/ The Solution
The team from Thomson Reuters met with consultants from rogenSi
to design and develop a sales conference that would combine
presentations from senior management to launch the sales program
with some training that would really engage, energize, and motivate
the global sales force.
Lisa Redekop, Global Head of GSAM Academy and Sales Enablement
for Financial & Risk at Thomson Reuters says, “rogenSi had done
a couple of lunch and learn sessions with us last summer around
preparing the perfect pitch and mental toughness. We liked both of
those presentations so much we ended up filming them in front of a
small audience and sharing it with all of our sales people.”
Following discussions, Thomson Reuters and the rogenSi consultants
decided that a mental toughness training session would work really
well as part of these sales kick-off conferences. They also agreed
that a rogenSi consultant should facilitate the whole event and tie
everything together. Redekop comments, “It was a really good thing
to do. It raised the bar of the overall session, gave it a flow and overall
consistency and made sure we kept to time. It meant we had people
energised and involved throughout the day, not just for the training
session.”
RogenSi designed and delivered 27 sales kick-off conferences to
3,000 participants in a total of 20 countries, in the space of four weeks.
In some of the larger events, there were up to 500 participants in the
room.

3. The key objectives for this program of conferences were to motivate
the sales people and focus their mindsets on achieving their targets
for the coming year. Redekop explains, “We wanted to provide a
combination of motivational messages, but equally, if not more so, it
was about making sure that they were focusing on the right things to
do, in order to drive the sales results for 2012.”
The rogenSi consultants worked closely with Thomson Reuters
to ensure the company’s high level business objectives were
communicated in a way that was relevant and engaging and that the
sales people took away practical messages that would significantly
improve their job performance. Redekop says, “We had the challenge
that any sales organization faces: we have the business priorities that
have been set up by the leadership around what we’re going to sell,
and in what markets, but how do we make that real for a sales person
to take something away and act on it when they leave?”
Thomson Reuters was delighted with the program rogenSi delivered,
especially given the logistical challenges and the very tight timeframes
for this project. Redekop says, “We achieved what we set out to do.
Even given the time and the scale of what we had to do, I think we still
achieved our objectives.”
04/ Achievements
As a result of this series of sales kick-off conferences:
• 3,000 people were engaged, motivated, and trained at 27
events, in 20 countries in 4 weeks
• Sales teams are now focused on the priorities of the business
for 2012
• Sales staff worked in teams to share ideas and solutions for the
best ways to achieve their sales targets in the coming year
• Business was able to deliver a consistent message and set of
priorities to the global sales force that the teams are now able
to put into practice
Having the consultants from rogenSi facilitate the events played a
key part in delivering a consistent message across a large number of
events in so many different countries. Redekop comments, “We were
impressed by their ability to facilitate really consistently across such a
big program.
The people from rogenSi who facilitated across the 27 sales kick-offs
were of the same high quality.”

4. “We wanted
to provide a
combination
of motivational
messages, but
equally, if not more
so, it was about
making sure that
they were focusing
on the right things
to do, in order to
drive the sales
results”
Lisa Redekop
Global Head of GSAM Academy &
Sales Enablement for Financial &
Risk
02/ The Legacy
The Thomson Reuters sales force responded really well to these
conferences and the practical messages about how mental toughness
can be used to improve their everyday performance. Redekop says,
“We did surveys and the results were very positive. People really liked
what we did and felt that we did what we set out to do. rogenSi got
very high scores: in almost every case they scored well to extremely
well.”
The consistency of the message and the way it was tailored to
Thomson Reuters as a company was vital to the success of the
program of sales conferences. The energetic style of delivery matched
the message and ensured that the content really resonated with the
participants.
The focus on mental toughness was particularly appropriate for
the sales staff and Thomson Reuters is confident that this training
will make a real difference in the challenging year ahead. Redekop
comments, “One of the things I really liked about the mental toughness
training was the fact that it’s about taking control of your own destiny
and your own reaction to outside forces. It’s a mindset tweak that helps
people think in a different way and may make the difference between
them achieving their sales targets and really exceeding them.”
03/ The Verdict
“rogenSi helped us deliver a consistent program across multiple
countries and multiple cultures that really resonated and helped us set
up what will hopefully be a very successful 2012.”
“I think rogenSi are very responsive. They try to creatively figure out
how we can make sure we are delivering to the objectives we’ve set
out, and they are always trying to look at new ways to deliver the
training.”
Lisa Redekop,
Thomson Reuters’
Global Head of GSAM Academy & Sales
Enablement for Financial & Risk

5. What can we
do for you?
rogensi.com
“We did surveys
and the results
were very positive.
People really liked
what we did and
felt that we did
what we set out
to do. rogenSi got
very high scores
... in almost every
case they scored
well to extremely
well.”
Lisa Redekop
Global Head of GSAM Academy
& Sales Enablement for
Financial & Risk