Business Issue

A FMCG company wanted to know what precise actions were needed to improve the performance of their field sales force. They also wanted to understand why some sales persons were more successful than others.

Approach and solution

Working closely with management, HR Managers, HR Business Partners and other departments (Sales, Marketing and Finance) to generate and gather the relevant data.

Performing advanced data analytics to create new insights and/or develop predictive models. Translating these new insights into practical recommendations for the performance improvement of the salespersons, teams and processes.

Benefits

In addition to substantial cost savings of more than 50% on recruitment and development, this project has generated an average 15% increase in turnover. Increase effectiveness of costly training program.