ESIESI
Stephanie brought extensive experience from a range of account management and senior commercial roles to her ESI journey.
Like many experienced professionals, the challenge was not a lack of knowledge or motivation. The challenge was finding a structured approach that could be applied consistently to improve performance and deliver stronger business outcomes.
Traditional sales training often focuses on short-term knowledge transfer. Stephanie was looking for something that could be applied repeatedly in real commercial situations and become part of everyday practice.
In ESI, Stephanie found a structured skills development programme that combined learning with continuous practical application that was aligned with her lived experience.
Rather than treating development as a one-off event, the programme encouraged the ongoing application of new skills, behaviours and commercial disciplines in day-to-day work.
By applying concepts repeatedly in live customer situations, learning became embedded in working practices rather than remaining theoretical.
The impact was profound both in terms of commercial performance and professional effectiveness.
The biggest outcome was stronger business results, with a larger book of business and improved sales performance.
By improving commercial discipline and decision-making, Stephanie was able to focus effort where it created the greatest impact.
The programme helped develop a more realistic and structured approach to forecasting.
Understanding concepts such as optimism bias allowed Stephanie to assess opportunities more accurately and build greater confidence in future performance projections.
Practical capability development strengthened a range of core sales competencies, including:
These capabilities contributed directly to stronger customer outcomes and improved sales effectiveness.
One of the most significant changes was the development of greater personal accountability.
By becoming more disciplined in planning, forecasting and opportunity management, Stephanie improved both individual performance and consistency of execution.
The impact extended beyond individual development. Applying the programme’s principles enabled Stephanie to support colleagues, share best practices and contribute positively to the wider team environment.
— Stephanie Soltis, Senior Account Manager
Capability development is not only relevant for early-career professionals.
Experienced commercial employees can often generate significant improvements in performance when they adopt more structured approaches to forecasting, accountability and commercial execution.
Stephanie’s experience demonstrates how continuous learning and practical application can help high-performing professionals become even more effective.
See how ESI helps organisations develop sales capability, improve performance and deliver measurable results.
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