Stena Recycling is one of Sweden’s leading recycling companies with over 1000 employees and facilities throughout Sweden. After a major restructuring, the company decided to develop its sales organization – a broad effort on all sales levels.
“The training has improved all participants. As an organization, we have gained a higher minimum level.”, says Anders Sällström, Sales and Marketing Director, Stena Recycling.
After a major restructuring, the company decided to develop its sales organization – a broad effort on all sales levels. One of the long-term goals was to get the entire sales organization on the same foundation in order to ensure a good minimum level. Another goal was to develop the leadership skill within the sale teams. How does a sales manager create an effective team – how does that manager lead the team in a way so the group performs at its absolute best?
The training was focused on sales, but with different starting points depending on the differing challenges of the participants. Together, Stena Recycling and Mindset developed a number of training programs on sales techniques, business acumen and leadership, among others. The majority of the program was designed with two modules of 2 plus 1 day/s with homework assignments between and after the training sessions. These assignments were designed to hone in on the participant’s needs and give them opportunities to apply what they were learning. As per agreement with Stena Recycling, Mindset used the learning transfer platform Promote® to follow participant progress and monitor assignments.
Anders Sällström explains that the setup using preparation assignments created expectations for both the participant and the participant’s coach, who was also each participant’s manager. The involvement and participation in Promote® has been high throughout the program.
“The training has improved all participants. As an organization, we have gained a higher minimum level. We’ve already seen a change as many of the salespeople are now spending their time with more high quality customers. A higher quality of working simply put.”
Describing the cooperation with Mindset, Anders stated that he has appreciated the dialogue; a close relationship with feedback and a high commitment form the trainers.
The cooperation with Mindset is long term and still ongoing, and both Christer Linde, the Mindset trainer, and Anders Sällström look forward to continuing the development of the program.
Anders concludes, “The more educational tools used and developed at the company, the more the effect will continue to increase.”