Using the Maze way, Jordan reduced the gap between top achievers and underperformers by 50 percent.
Jordan is a leading Norwegian manufacturer and marketer of oral hygiene, cleaning and painting products.
Why Jordan called in Maze
Jordan is one of Norway’s most established and best-known brands, yet their profits had stalled before they found Maze. The company approached us because they repeatedly found previous performance management initiatives to be disappointing.
”We came to Maze because for so many years we have had consultants come and go” said Geir Dahl-Audunsson, Sales Manager. ”They tell our employees how to handle a sale, and at the time they have good advice. However, once they’ve left us, everybody falls back into the same old routines. Maze has convinced me that there is a system that can produce actual behavioural changes.”
Jordan has spent three years working with Maze, and their profits have increased every year. They are on target to improve next year yet again, with a forecast additional profit of £1.6m in 2012.
”This has only been possible with the behavioral changes Maze can offer to our staff”, says Dahl-Audunsson.
He can’t quite believe that Maze has managed to reduce the gap between top performers and underachievers by 50 percent.
”Maze has helped us to run in-depth analysis into finding what behaviour goes into the best performances and establishing best practices. They showed us that we needed to stop most of our sales team from messing around on the job. There’s no good reason why they shouldn’t be at least half as good as the best.‘”
Behaviour can be changed
Some staff remained unconvinced, and required a little persuasion to try new behaviours. However, since they have seen such significant profit increases year after year, they have thrown themselves into the Maze way.
”It was hard to get going at first,” says Dahl-Audunsson. ”But when you pay so much attention to each sales representative, they start to see that the management system is paying off. The sceptics are so enthusiastic now, and are committed to getting recognition as top sellers. They now know that hard work and a common goal will get you to the top.”
According to Dahl-Audunsson, Jordan are more united in the face of their competitors than ever before.
”A lot of our staff have been with us for years. Maze has shown us that, actually, you can teach an old dog new tricks!”
The Maze system has made it so much easier to achieve targets. ”Maze gives us access to our staff and colleagues every day. Such accessibility makes it much easier for those who want to improve to get advice from our top performers. Now our staff can teach each other how to progress.‘”
Rise in sales – increase in profits
After just one year, Jordan saw increases in sales of over £3m and this year Dahl-Audunsson expects profits to improve by an additional £1.6m. And he’s convinced he has Maze to thank.
”The biggest difference now is that we have much better distribution. Our outreach has grown drastically, and we can deliver thousands more displays than we could before.”
Learning from each other
Dahl-Audunsson recommends Maze wholeheartedly to other companies struggling to achieve their objectives.
”Maze will help you to achieve the goals you desire. It works in any industry – the system and philosophy are easily adaptable, whatever field you work in.”
Dahl-Audunsson continues: ”Where there are vast differences in how your players are performing, Maze will enable them to teach each other how to progress.”
”The Maze system is a gift to each member of our team. Now it’s easier for us to stay within budget. Not many other systems can boast these results. ”