Building Capabilities for the Front Line sales team at a leading MNC FMCG organization

A global FMCG was keen to prepare its frontline senior sales/ sales executives for success in future roles. The expectation was to identify individual learning gaps in a structured manner and prepare individual action plans to ready the frontline sales staff for future managerial roles.

Using the existing sales competencies, we designed a set of simulations and conducted a Development Center. Post the development center, individual competency reports highlighting areas of strength and development were prepared. Individuals were given one on one feedback to sensitize them to competency gaps and we facilitated customized IDPs (Individual Development Plans) for each participant.

The development center was administered across all Sales Executives and IDPs were developed based on the results from the center. The client is in the process of carrying out developmental actions internally and the next managerial assessment is due at the end of this FY.