Sherwin-Williams

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?

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.

Search form

Sherwin-Williams