THE CHALLENGE
A world reference company in the transport sector, with a business history of more than 80 years and managing more than 15,000 employees, decided to carry out an Online Assessment Centre Project. The project consisted of the following phases:
- Evaluation of a group of more than 100 professionals, belonging to the commercial and/or sales area of the company.
- Identification of the organisation's internal talent: knowledge of the strengths and areas for improvement of each participant.
- General overview of the group evaluated.
- Assessment of the results with respect to the market: evaluation of the needs of the sales force and orientation towards internal excellence.
HOW WE HELPED
In response to the client's need to carry out a Competency Assessment project, Morgan Philips led a programme to identify and manage internal talent through the Assessment Centre methodology.
To achieve this, given the global nature of the project, the location of the participants in different continents and the predominant language of each region, Morgan Philips considered the application of a methodology designed "ad hoc" for the project: Assessment Online.
In short, the Sales Network Assessment was carried out through different techniques:
- Assessment Center Online
- Morgan Philips' own tool for Online Assessment: Agilit
- Competence Interview
- Self-Assessment Questionnaire (participant and manager)
Once the Competency Assessment of the entire Sales Network was completed, the results were presented to the Sales Director and the Heads of each region.
These included:
- Individual report per participant: presentation of results with identification of strengths, areas for development and conclusions.
- Global Report: integration of the results obtained and segmentation of data according to:
- Global vision of the collective
- Quantitative analysis by region
- Qualitative analysis
- Benchmarking study
- Recommendations and steps to be taken in the short, medium and long term.
THE IMPACT
Evaluation of the entire sales force while maintaining maximum operational efficiency and optimisation of costs and time during the project.
- Exhaustive analysis and collection of information to achieve the adequacy of the client's competency model to the Morgan Philips model and methodology.
- Online assessment which ensured a quick and efficient evaluation of the sales force.
- Logistical efficiency: assessment of a large volume of participants (N>100) in a short period of time (less than 1 month) and located in different countries worldwide.
- Integration of results and simplification of data, obtaining a single final score.