Enabling Sales Team with Future Ready Skills to Scale-up the Business

Category: Integrated Programs

Client: Consumer Foods Manufacturer

Client Context

A global leader in edible oils was undergoing a strategic pivot in India—from a commodity-focused supply business to a full-fledged consumer-facing brand. The transformation wasn’t just commercial; it required a fundamental shift in how the organization thought about talent, structure, and leadership behavior. 

As the business evolved, leadership recognized two simultaneous needs:

Sharper workforce
planningto align talent
with future roles

A deeper culture of ownership and accountability to power execution at scale.

Key Goals

Identify future-critical roles and define how they must evolve in the new FMCG context 

Sharpen people planning processes using organizational and peer benchmarks

Embed a culture of ownership and proactive leadership across levels

Enable meaningful development conversations through individual assessments and team-level diagnostics

Ensure that the approach remains scalable, contextual, and non-disruptive to business rhythm

Our Approach

To meet the client’s need for speed, scale, and depth, we co-designed a development journey that could balance robust individual assessment with meaningful developmental nudges—without disrupting business operations. 

01

Diagnosis

Engaged business leaders to define future-ready roles and success profiles 

Mapped internal data and behavioral patterns to identify gaps in ownership and strategic execution 

Benchmarked structures and talent practices against peer organizations

Conducted manager interviews and diagnostic simulations to assess current capabilities 

02

Design & Deployment

Created a refreshed organization structure and detailed JDs for identified critical roles

Rolled out a fully virtual assessment center for 50+ managers across 20+ locations

Designed a business-contextualized experience using simulated scenarios, analytics exercises, and behavioral assessments

Delivered a blended development journey—offering reflection tools, feedback-rich sessions, and self-paced participation windows 

03

Reflection & Dashboarding

Conducted a focused action planning workshop with senior leaders to align on workforce strategy and development priorities 

Generated individual development reports to support growth conversations 

Shared synthesized talent insights and role-readiness heatmaps with the MD and HR leadership 

Equipped leaders with a Talent Analytics dashboard to drive informed people decisions

Capability Focus Areas

The intervention emphasized three integrated capability themes critical to the business transformation: 

Personal Ownership
Taking initiative and being accountable for
outcomes
 

People Accountability
Driving performance through influence, feedback, and peer
collaboration
 

Strategic Execution – Balancing planning discipline with agile, on-ground responsiveness 

Outcomes & Impact

01

Strategic Clarity:
The leadership team gained a clearer view of which roles and capabilities would anchor future growth 

02

Mindset Shift:
Participants showed enhanced self-awareness and deeper commitment to team outcomes 

03

Stronger Decisions:
Talent diagnostics enabled sharper, data-backed
promotion and development calls
 

04

Organizational Alignment:
Cross-level workshops and leadership dialogues helped embed shared ownership of the talent agenda 

05

Culture Movement:
A visible uptick in proactive behavior, feedback-led conversations, and problem-solving ownership