RW Best & Co drives Sales Transformation for SCC
Overview
In Summer 2024, SCC’s UK Board engaged RW Best & Co to support a critical Sales Transformation Programme as part of a broader business-wide change initiative. The goal: to build a high-performing, future-ready sales organisation in time for the new financial year beginning April 2025.
About the Client
SCC (Specialist Computer Centres) is Europe’s largest privately owned IT services provider, celebrating 50 years in 2025. Operating across the UK, France, and Spain, SCC delivers cutting-edge technology solutions to Enterprise, SME, and Public Sector organisations. Renowned for their deep vendor partnerships and a strong culture of service excellence, SCC enables clients to boost efficiency, enhance employee engagement, and achieve sustainable ROI.
Objectives
The transformation aimed to lay the groundwork for SCC’s next phase of growth, by strengthening its sales foundations across three strategic pillars:
Strategy: Create a clear, communicable sales strategy aligned from CRO to frontline sellers.
People: Develop sales talent and leadership in line with SCC’s core value of empowering its people.
Mechanics: Optimise tools, processes, and operating disciplines to sustain performance at scale.
Our Approach
RW Best & Co assembled a multidisciplinary team including a Sales Transformation Consultant, Executive / Sales Leadership Coach, Business Psychologist, and Project Management team to ensure seamless delivery. The programme spanned leadership coaching, organisational assessments, and operational improvements, all grounded in a high-participation, insight-led methodology.
The Project
Kick-off & Discovery
Winning hearts and minds is critical for transformation success and so the project launched to the wider sales community at SCC’s UK Mid-Year Kickoff. RW Best & Co delivered a keynote to 300+ staff which outlined the project’s aims, the psychology behind performance shift and the criticality of their participation.
Discovery workshops and individual interviews explored “What Works Well” and “Even Better If” insights, creating a forward-focused, solution-driven foundation for change, whilst keeping defensive barriers low.
Leadership & Coaching
Leadership models highlight the importance of coaching in leaders’ skill sets. SCC’s extended sales leadership (21 leaders) underwent a six month Coaching-Based Leadership (CBL) programme combining group workshops and one-on-one coaching. This elevated leadership effectiveness and equipped managers with the skills, confidence and support to develop high-performing teams.
Capability Assessment
250+ sales professionals completed a comprehensive psychometric assessment, benchmarking motivation and competency against market mean and exemplar standards. Results informed individual development plans and leaders coaching strategies. A validation study cross-referenced assessment results with SCC’s internal performance data to ensure that outputs were consistently trusted and adopted as the baseline for development. Additionally, group reporting of results helped to identify environmental impact on performance, enabling the business to identify best practice in teams.
Strategic Planning Enablement
Working with the UK CRO, we co-developed a cohesive sales strategy framework, the “North Star”, and supported it’s cascade through team, territory and account planning templates, together with a cadence to support ongoing collaboration through the year. The emphasis: Delivering clarity, choice and control, with strategic guardrails to enable directors, managers and individuals to build practical and agile plans that stay in use, not in a drawer. Thus, driving strategic alignment through the year.
Sales Mechanics Overhaul
30+ operational initiatives were delivered to streamline SCC’s sales infrastructure, from CRM discipline and opportunity management to pipeline health and reporting. Cross-functional workshops ensured stakeholder alignment, buy-in, and sustainable adoption.
Impact
RW Best & Co enabled SCC to realign its sales organisation for long-term success, empowering leaders, equipping teams, and embedding a strategy-driven, high-performance culture.
The sales organisation has adopted Coaching Based Leadership as it’s de facto leadership methodology and has commissioned another programme, to be delivered in H2 FY26, as well as a programme of support for the original cohorts.
The business has also adopted the psychometric assessment as part of the sales hiring / onboarding process, enabling continuation of the standards set through the transformation.
The transformation landed on time and under budget, ahead of SCC’s FY26 launch, positioning the business for scalable revenue growth.
Customer Testimonials
“This programme was a critical part of our wider business transformation, and RW Best & Co played a key role in ensuring our Sales function evolved in step with our ambitions. Their structured, insight-led approach helped us unlock capability across the team while staying true to SCC’s values. The result is a more connected, confident, and future-ready sales organisation.”
Dennis Badman – CEO, SCC Plc.
“Partnering with RW Best & Co was a pivotal step in preparing our sales organisation for the next phase of SCC’s growth. Their ability to align strategic thinking with practical delivery made a tangible difference, from how our leaders coach and develop their teams to how we plan, execute, and measure success. The transformation landed exactly when we needed it and has set a strong foundation for sustainable performance.”