The Grocery Manufacturers Association (GMA) and The Network of Executive Women (NEW) engaged A.T. Kearney to conduct a study of sales force talent management and diversity within the consumer packaged goods (CPG) industry.
The study TALENT TRIAGE: Raising the bar for CPG sales force talent management found: Only 9 percent of talent management activities were rated as “highly effective,” and not a single executive said that his or her company is living up to its potential across all talent management activities.
Notable are the consistent themes and conclusions in the report; the survey results and recommendations could resonate across many job functions and industries. See what applies to your organization if you do a search and replace and fill in the blanks with your industry on these findings:
Why should ___ companies focus on sales force talent management?
- Changing consumer behavior and demographics, growing importance of shopper data analysis, longer planning horizons, and greater product interdependence result in a need for new skills and stronger ___ sales talent
- Retailers expect ___ manufacturers to provide high levels of merchandising innovation and strategic support
- In a struggling economy, every salesperson must contribute more to ensure business success
What are the leading ___ sales force talent management insights?
- ___ sales superstars have a general management mindset; they are “thinkers” and “doers”
- Integrated talent strategies align talent management activities with business objectives across levels, functions and geographies
- Top talent programs balance formal processes with efforts to generate personal engagement
- Incorporating a broad concept of diversity into corporate DNA drives innovation, improves market insight and increases access to top talent
How can ___ manufacturers achieve world-class sales talent management?
- Chart a sales talent management road map. Determine the impact sales talent has on corporate objectives, what skills and capabilities create customer value, and which specific activities will deliver desired talent management outcomes
- Articulate, activate, sustain. Assign accountability across executives, sales leaders and HR executives
- Support the sales talent strategy. Ensure executive sponsorship, incentives, tools and technology, transparent communication, and performance metrics are in place
What is the value of getting sales talent management right?
- Higher sales productivity and top-line growth
- Stronger customer relationships that provide deeper access and greater impact
- Increased recruiting success among high-caliber ___ salespeople, with lower voluntary attrition
It’s a worthwhile study to read if a volatile marketplace and the need for higher productivity and great salespeople applies to your business.
