Case Studies
Competency Definition & Mapping
Defining sales competencies is a first step towards building a sales organization with right people in right roles.
Competencies need to clearly defined with sharply defined descriptors, for each sales role to bring clarity about the expect expectations from the sales person.
Typically, organizations’ need for defining competencies stem from the following situations –
1) Competencies are not defined at all or are loosely defined
2) Global competencies master is available but these are not customized for India
3) Competencies list is available but the descriptors are not clearly defined
4) Competencies and descriptors need to be revisited to make them relevant for current context/evolution of the company and the industry
5) The master list of competencies is too large and need to be prioritized and made relevant
We follow a 5 stage process to define the right competencies and map them to the right roles for the sales structure.
Other Case Studies
Business Transformation – 1
15 Sep, 2015
Situation :
a large US Multinational in the commodities space wanted to shift from price-led selling to brand-led selling
Intervention by ecube :
aligned the short term and long term actions needed to bring about this change on three fronts - GTM, sales processes and people development
jointly developed the blueprint for re-d
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Business Transformation – 2
15 Sep, 2015
Situation :
a large Multinational in the Beverage industry wanted to define the ways of working for the sales organization as a key enabler to gain market share
Intervention by ecube :
in Phase 1, studied existing ways of working and jointly designed the desired ways of working for the sales organization to enable the transform
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Business Transformation – 4
14 Dec, 2015
Situation :
a large European Multinational wanted to develop a Competency Assessment Tool kit to enable the sales team to do self and managerial assessment, identify behavioral and functional gaps and develop an action plan to plug the gaps
Intervention by ecube :
studied the targeted competencies and descriptors and developed
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Business Transformation – 3
14 Dec, 2015
Situation :
a large multinational which had just invested heavily in sales automation realized that the sales team was not adequately skilled to use the data being generated to drive business
furthermore the sales team was not using data to negotiate with distributors nor were they using it in internal review discussions
Interven
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Business Transformation – 5
14 Dec, 2015
Situation :
a large Consumer Products Company in Personal and Household Care was faced with the following challenges
many new products were being launched but the sales team was not able to increase distribution of all the products
Range being sold in each call was not increasing significantly
attrition of the distributor sales team wa
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