A global aesthetics company with 5000+ staff partnered with Lumina Learning to enhance its sales performance by building stronger communication.
Sector: Medical Aesthetics
Location: Global
No. of employees: 5000+
A global aesthetics company with 5000+ staff partnered with Lumina Learning to enhance its sales performance by building stronger communication, deeper self-awareness and a culture of adaptability. The programme strengthened its people-first approach and created a lasting shift in how teams connect, perform and grow across the business.
A global medical aesthetics company with a strong sales-driven culture recognised that sales performance isn’t just about targets and tactics, it’s about people. In a competitive market, they recognised that long–term success hinges on how well their teams understand themselves, connect with others, and adapt under pressure.
They rolled out Lumina Spark across their U.S. Field Sales Teams to sharpen self-awareness, spot overextensions, and build better relationships, fast. What started as a development tool quickly sparked a wider cultural shift, weaving into team dynamics, onboarding, and day-to-day performance.
Deeper customer connection
Improved team communication
Stronger Sales Performance
A leading global aesthetics company with a large commercial team was looking to enhance its sales capability. At the heart of its commercial success lies a people-first culture rooted in three guiding principles: a commitment to customers and colleagues, a relentless pursuit of innovation, and a drive for cross-functional collaboration.
When they began exploring how to take their sales capability to the next level, the team recognised that success wasn’t just about strategy and numbers, it was also about people. Beneath the visible performance metrics were less obvious, but powerful drivers: self-awareness around how others perceive personal style, resilience skills, reading the room to adapt communication, and behavioural flexibility to connect with people effectively. These unseen factors for success were like the submerged portion of an iceberg, crucial but often less recognised despite always being there. The leadership team understood that continuing to scale performance would be largely enabled by focusing on developing those behavioural skills that correlate with success.
That’s when the decision was made to implement Lumina Spark. It aligned naturally with their values and operating norms and presented a clear opportunity to strengthen individual and team performance. With Lumina Spark’s focus on building self-awareness, understanding overextensions, and enhancing interpersonal effectiveness, the team saw a way to reinforce the behaviours that drive sales outcomes.
The journey with Lumina Spark began with the rollout to the organisation’s U.S. Field Sales Teams. Leading the initiative was a senior sales enablement manager whose strong grasp of the business and passion for developing people played a key role in bringing Lumina Spark to life within the sales teams.
From the first wave of workshops, the response was overwhelmingly positive due to the clarity and confidence on behaviour that is shaping business outcomes. Team members not only engaged with the content, they were eager to apply it. Workshops quickly became a psychologically safe space for open conversation and authentic reflection. People showed up ready to be vulnerable about their areas for development, and the self-discoveries they shared created an environment of trust, connection and growth.
What truly set Lumina Spark apart was the accuracy of the portrait results. Participants were struck by the fact that a 144-question assessment could pinpoint their traits with such precision, most reported that the outcomes felt over 95% accurate. The Three Persona model (Underlying, Everyday, and Overextended) gave them a framework for understanding what triggers their behaviour to shift between effective and ineffective. It provided something rare in professional development: a tangible roadmap for navigating interpersonal and professional relationships with intention and flexibility.
The impact was immediate. The programme lead began receiving messages, calls, and emails asking for resources, more workshops, more tools. In response, a 4 week follow-up programme was developed, managed at the team level by individual managers.
The follow-up was designed to embed Lumina Spark concepts into everyday thinking and practice.
Week 1
The first reminder session was of the 24 Qualities in the Lumina Spark Portrait. The team was also reminded of the Lumina Spark Three Personas patterns worksheet for self-reflection.
No one shows up the same way all the time. That’s why Lumina Spark measures behaviour through The Three Personas – Underlying, Everyday, and Overextended. The result is a meaningful explanation to what people like to do, how they tend to tune up or down certain behaviours in their day-to-day, and qualities they tend to overplay. This creates a realistic and practical picture of how individual personal style is seen by others.
Week 2
In week two, the spotlight shifted to valuing different ways of being, teams used a practical spreadsheet to better understand each other’s communication preferences.
The Lumina Spark model focuses on demonstrating non-judgmental language to articulate a full range of behaviours to break down common assumptions and stereotypes that often occur between people with differing personal styles. Core to this is the concept of Embracing The Paradox, showing how totally opposite behaviours can complement one another, rather than being a source of clashing.
Week 3
Week three was all about building rapport and Speed Reading. Teams were provided handouts to help Speed Read customers, and provided Lumina Learning’s ‘Valuing different ways of being’ resource to help teams build rapport with the customers after Speed Reading.
Speed Reading is the ability to read the room using the Eight Aspects of Lumina Spark so you can quickly attune to people’s personal style. The Lumina Splash app offers a great way to practice doing this, allowing you to either create a hypothetical fit of someone’s style to roleplay with or share-and-compare between people’s similarities and differences to explore their communication might play out.
Week 4
Finally, week four introduced co-creation through goal-setting that honoured all of The Four Archetypes, supported by the Lumina’s GROWS Model Worksheet.
The ‘Archetypes’ (also often known as the ‘Four Colours’) represent the higher level understanding of Lumina Spark which is often the starting point before getting into the detail of the 8 Aspects.
In sales training, Lumina Spark became a cornerstone of new hire development. One especially effective activity asked participants to “speed read” their partners’ archetypes and then “sell” them on visiting their hometowns by adapting their pitch to what mattered to the other person. This fun but insightful roleplay helped new reps build awareness of different needs, develop trust, and practice delivering tailored value, the exact behaviour’s that build customer loyalty.
The impact of Lumina Spark has been visible across the organisation, in language, behaviour, collaboration, and performance.
Following the success with field teams, Lumina Spark was extended to internal teams, including Analytics, Finance, and Accounts Receivable. This reinforced a key mindset shift, that internal colleagues are also customers, and strong relationships matter just as much inside the business as they do outside of it.
What started as a personality tool quickly became a cultural catalyst. Lumina Spark helped the organisation connect the dots between personal development and commercial performance, revealing the power of self-awareness, empathy, and behavioural flexibility in sales.
Whether it’s transforming how teams communicate, helping individuals manage their overextensions, or embedding customer-centricity into every interaction, Lumina Spark is now an integral part of the organisation approach. It has created alignment, language, and lasting change, and with it, a more connected, collaborative, and high-performing sales force, as well as stronger internal collaboration across teams including Analytics, Finance, and Accounts Receivable.
These stories are now being communicated more effectively across the business thanks to a new presence on the North American Leadership Team. The development outcomes achieved with Lumina Spark across sharing learning moments and recognising successes, commonly feature across the organisation’s initiative for more global internal communication.
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