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Company: Sherwin-Williams Company, Cleveland, OH
Company Description: With annual revenues of nearly $8 billion, The Sherwin-Williams Company is a world leader in the manufacture, development and sales of coatings and related products. The Paint Stores Group represents 62% of the company’s sales. The Paint Stores Group sells Sherwin-Williams® branded products exclusively through 3,226 company-owned and operated stores and by 1900, of our 3100, total sales reps.
Nomination Category: Best Organization Achievements
Nomination Sub Category: Sales Training Program of the Year
Nomination Title: Sherwin-Williams Paint Stores Group New Sales Rep Training
How many people are in your organization's entire sales department?
3100
What is your organization's annual sales volume? If this information is confidential, simply enter "Confidential" in this space:
$8 Billion
Provide a brief biography of the leader(s) of your sales organization (up to 100 words):
Steve Oberfeld is the President and General Manager of the Sherwin-Williams
Paint Stores Group. During his tenure as President, he has led the Company’s
growth in many of its largest architectural and industrial and marine
markets. During his twenty two years with the company, Steve has held several
positions of increasing responsibility in sales and marketing as well as being
the President & General Manager of the Southwestern Division of the Paint
Stores Group. Steve earned a Bachelor of Science degree in Business from the
University of Minnesota.
Describe for the judges your achievement in this category (up to 100 words):
Sherwin-Williams believes success is achieved by providing reps with resources
and tools to improve their knowledge, skills and willingness on an ongoing
basis. Self-paced materials, peer related activities, structured training and
frequent supervisor interactions supports the reps’ knowledge and skill
development as well as providing opportunities for them to realize their full
potential. By providing the proper tools, modeling successful behaviors and
coaching their ability to perform, sales increased 14.9% in 2006.
Approximately 500 new reps have been trained since July 2006 and our sales
force is responsible for driving 67% of the total sales of the Paint Stores
Group.
Briefly describe the 3 keys to the success of your initiative (up to 100 words):
1.Development of a single Sale Process that all reps value, understand and
utilize.
2.Centralized training using a blended approach to meet the learning
requirements of a diverse workforce. First, self-paced materials guide the rep
through the basics. Next, learning activities and classroom training challenge
the rep to apply what they have learned in a “hands on” manner. Finally,
ongoing peer interactions and supervisor coaching discussions allow for a
mutual exchange of ideas for improvement.
3.Realization that we can always improve our offerings and the need to listen
to our reps for opportunities to add value.
List the 3 most important lessons your organization learned during this process (up to 100 word):
1.Reps gain real world knowledge and skills to help them perform their jobs
and be successful.
2.Reps understand that they have the tools and resources necessary to support
and develop them and they know where to go to find them.
3.Reps understand that learning is a process and not a one-time event. Success
comes from self evaluation of their strengths and weaknesses, continued
coaching from supervisors and peers and the ability to modify and change
behaviors when necessary.
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