Manufacturing and Distribution Company
The problem
This $20 million company was concerned about employees’ perspectives on the strengths and weaknesses of the organization. They were also having trouble hiring and retaining a strong sales force.
The Grenell solution
In conjunction with the Management Team, we developed and implemented an Organizational Climate Survey among all employees. We also evaluated the effectiveness of the leadership and overall functioning of each of the company’s three locations.
The areas of concern identified in the survey were presented to management. As a result, we implemented a Leadership Development-Coaching process to strengthen the leadership skills of each individual manager and of the team as a whole. The process included in-depth interviews, 360° surveys and business-based assessment instruments. Each member of the management team developed an Action Plan, and we continue to monitor the implementation and success of the plan.
We addressed the sales force hiring and retention problem by interviewing the existing sales force and using assessment instruments to determine each salesperson’s strengths and weaknesses. After determining the key characteristics and capabilities of the most successful salespeople, we developed protocols for identifying the best candidates for future hires. We currently assist in the assessment of candidates for sales positions.
The results
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The Management Team was realigned to more effectively fit individual talents with job responsibilities
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The company’s future CEO was identified, and a Development Plan has been implemented to prepare for the retirement of the current CEO
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We helped the company establish protocols for hiring the best candidates for sales positions
