Assessing and Aligning Talent

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Challenge

For an international medical products supply company, changes were coming at the speed of light. On the outside, technology was undergoing rapid transformation and the market was becoming more segmented. Customers demanded integrated solutions from the company’s diverse product lines. Internally, management wanted more precise forecasting/tracking of financial data and attention to strategic planning. The organization was concerned that the emerging workforce lacked the knowledge and skills to sell certain products.

The company identified field sales managers as pivotal in addressing these challenges. Field sales managers strategically manage key accounts, train others on integrated solutions, and aggressively develop and manage regional sales plans. Success would depend on how effectively these managers could coach, influence, and motivate staff, as well as constructively respond to rapid changes. The organization wanted to identify which internal candidates were ready for these pivotal roles. They also sought to help them identify specific strengths and developmental needs, and assist them in planning for their development.

Solution

PDI partnered with the company to define and measure how field sales managers’ roles must change to support and drive the specific business challenges and necessary organizational changes. PDI also helped define key responsibilities and future job challenges and identify the competencies, behaviors, and performance standards required of potential field sales managers.

PDI designed a comprehensive process for leadership assessment and development, immersing current and potential field sales managers in simulations that reflected the changing nature and demands of their new roles. The process assessed the fit between individual capabilities and role requirements. It also provided a realistic preview of the position’s demands and individual feedback on leveraging strengths, while addressing development needs to ensure capabilities matched future role requirements.

Result

The leadership assessment process has been incorporated into the hiring process, and the sales management career path. Participants say the program provides helpful insight into the demands of their position. The organization sees leadership assessment and development as a critical talent strategy in the global economy.