The organization: SCA Packaging
SCA Packaging are a forestry products company who have diverged since this project into two separate organisations – SCA Forestry and Essity.
The challenge
SCA were investing heavily in their European sales force, putting into place a new sales process and training staff in Huthwaite International’s SPIN® Selling. However they were still struggling to achieve and measure consistent performance across the sales team, and lacked an effective approach to developing their sales talent.
Our solution
We engaged with a small team of sales people/managers selected from across the sales operation and facilitated the development of a comprehensive set of skills assessment frameworks, designed specifically for the Sales Account Manager, Sales Manager and Strategic Sales Director roles. Each member of the sales team then sat with their line manager to rank themselves against the framework criteria. Each framework skill contained clear statements of what Poor, Average and Excellent performance looked like, together with suggestions on how to improve the skill.
The impact
By working with the sales team, rather than imposing a solution on them, we gained buy in for the process and the solution. The frameworks were well received by the HR team and the sales operation, as a way of measuring and developing talent.
