A.T. Kearney to Assess CPG Sales Force for GMA/NEW Study

The Grocery Manufacturers Association (GMA), in partnership with the Network of Executive Women (NEW), has selected A.T. Kearney, Inc. to carry out cutting-edge research into the state of sales force talent management in the CPG industry. The GMA/NEW Industry Review of Sales Force Talent Management Trends is being conducted in response to changing work force trends that have made recruitment, retention, and development of sales professionals with strong performance and leadership potential key components of long-term organizational success.

"Sales talent is one of the CPG industry's most critical assets and should be carefully cultivated," observed GMA director of sales and sales promotion Brian Lynch. "This study will provide today's leaders with insight into how effective sales force talent management strategies can translate into future prosperity for our industry."

The review will single out successful sales force talent management practices that are meeting the challenges of a changing work force. It will also explore the main reasons for turnover and employee loyalty, and project the benefits of optimizing talent management based on emerging work force trends. The final report will offer recommendations for fine-tuning recruitment, retention, and development programs.

"One of the best ways to stay ahead of an ever-changing market place is to build a competent workforce with diverse skill sets and perspectives," noted NEW executive director Joan Toth, executive director of NEW, a nonprofit educational organization with the mission of attracting, retaining, and advancing women in the consumer products and retail industry through education, leadership, and business development. "This GMA/NEW partnership will delve into ways our industry can develop programs that will enable our people to meet the challenges of tomorrow."

The Industry Review of Sales Force Talent Management Trends is expected to be issued in spring 2009.
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