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The Skill, Will, Hill Assessment

The document discusses assessing an organization's readiness for change by evaluating their skill, will, and hill. It provides an example assessment conducted by a pharmaceutical company that is changing marketing personnel's responsibilities to include direct physician sales. The example assessment evaluates the marketing organization's current skills, will or attitudes towards change, and potential obstacles or "hill" to implementation. It finds training needs, skepticism from prior changes, and some resistance due to the new responsibilities. The assessment suggests training, reprioritizing work, and clear benefits to address the gaps and improve readiness.

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Sinziana Ghinet
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569 views2 pages

The Skill, Will, Hill Assessment

The document discusses assessing an organization's readiness for change by evaluating their skill, will, and hill. It provides an example assessment conducted by a pharmaceutical company that is changing marketing personnel's responsibilities to include direct physician sales. The example assessment evaluates the marketing organization's current skills, will or attitudes towards change, and potential obstacles or "hill" to implementation. It finds training needs, skepticism from prior changes, and some resistance due to the new responsibilities. The assessment suggests training, reprioritizing work, and clear benefits to address the gaps and improve readiness.

Uploaded by

Sinziana Ghinet
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Change Management Foundations

with Scott Mautz

The Skill, Will, Hill Assessment


As a leader of change, you might be ready to dive in, implement change, and move the organization forward. But that doesn’t mean your
organization is ready. How do you know if they are? By assessing three things: the skill, the will, and the hill. Below is an example of an assessment
conducted by a pharmaceutical company undertaking a big organizational change that requires all headquarter marketing personnel to now also
take on responsibilities for selling directly to physicians and nurses in their offices.

Example Assessment Your Assessment


Skill, Will, and Hill
(brief version, for illustrative purposes) (of your specific situation)

The marketing organization has solid communication


1. The Skill
skills and has taken our “Interpersonal Effectiveness”
It’s critical to understand the skill level of the training, but has no skills on selling directly to
organization and what new knowledge and skills healthcare professionals in a time-pressured
must be developed to thrive in the desired future environment. They’ll need training on the ABC selling
method and a six-month training program that
state. Plans are then needed to fill any gaps between
includes doing observed sales calls with our district
where the organization is and what’s needed. managers.
We’ve been through a lot of change over the past year.
Internal surveys/focus groups indicate our marketers
are tired, skeptical, and anxious about more change,
2. The Will especially change that so directly affects their job
What’s the will of the organization for facing change? responsibilities. They have a heavier than normal
What are the current attitudes and behaviors? workload given our recent downsizing and given the
fact that they’re rolling out a brand-new Marketing
Assessing the will includes determining if the
Fundamentals Program (MFP) across the globe. We
organization has the capacity for added work that can reprioritize the work in rolling out the MFP
comes with change and whether or not some current or outsource the work to a training vendor. Our
work can be reprioritized or eliminated to free analysis also shows the marketers have taken on too
much administrative work, which we can eliminate
up capacity.
or outsource. We’ll need a plan to have that work out
of the marketers’ responsibilities before we begin their
sales training.

Change Management Foundations with Scott Mautz 1 of 2


Change Management Foundations
with Scott Mautz

Example Assessment Your Assessment


Skill, Will, and Hill
(brief version, for illustrative purposes) (of your specific situation)
We know 25% of the marketers aren’t interested in
3. The Hill selling (“not what they signed up for”), and another
What’s the “hill,” or obstacle, the organization faces 20% are anxious about taking on a role for which they
have no experience. We’ll need to make very clear
in terms of successfully implementing the change?
the benefits for the marketers (more pay, company
What are the specific barriers to overcome in making car, etc.) and give them a safe environment to learn
the change successful? and grow in, complete with a top-notch training and
support program.

Change Management Foundations with Scott Mautz 2 of 2

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