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Group Analysis
A newly appointed Head of Sales in a global Financial Services Company was tasked with improving the effectiveness of its sales effort in the UK. There were approximately 70 employees who were customer facing, covering a variety of roles and with differing degrees of selling skill.
It was agreed that all the 70 employees needed training relating to the company's products and services. It was also obvious that they would need bringing up to an acceptable level of competency in basic sales skills. The problem was that the company had grown by acquisition and the employees had quite differing backgrounds and levels of sales knowledge. Consequently nobody in the company knew what elements of sales training were needed.
The solution was that all 70 of the employees undertook the Sales Capability Assessment (SCA) online. This exercise was completed over a two day period. The results showed that the company overall was below average in 7 of the 10 sales competencies assessed. In addition certain individuals needed improvement in the other 3 competencies.
A comprehensive training programme was then devised to address the areas of shortfall and all of the employees attended courses over a 6 month period. The company's reputation for professional selling has improved as have the results. In fact the UK is now recognised as the model for selling by the rest of the organisation, and it is ahead of the other regions in its financial performance.
The company was so pleased with the results from SCA that it now uses it when recruiting employees for sales or sales-related roles and a further 13 employees have taken SCA since the original 70.
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