Article: Reach out through strategic partners: Sonali Roychowdhury

Strategic HR

Reach out through strategic partners: Sonali Roychowdhury

Our model gives us very good access to the complete domestic market while keeping the organisation efficient and focused on a broader set of deliverables
 

We hire and grow people for long-term careers in sales and ensure that in-field roles are a part of the early career foundation

 

The P&G model is to reach out through strategic partners - Sonali Roychowdhury, Head – Human Resources, Procter & Gamble

P&G has evolved a very different business model at the sales front. We currently operate on the field through large distributors that cover different local areas in India. Most of the sales people that represent P&G on the field are employees of these organizations. Our model gives us a very good access to the complete domestic market while keeping the organization efficient and focused on a broader set of deliverables. This change in structure is very unique and happened around 10 years back when we realized we needed better scale, reach and consistency, in our sales process to create cost efficiencies. We decided that the way to achieve all these new goals was by creating strategic partners for our sales efforts. These are business partners who work very closely with us in areas like distribution channels, reach, customer engagement, training of their employees, etc. As a result of this model, the role of our sales organization is not only to drive sales but also to nurture the relationship, design programs to create demand, work on improving their systems and processes etc.
We hire and grow people for long-term careers in sales and ensure that in-field roles are a part of the early career foundation. We believe in building multi-functional skills in our sales organization so we design our roles/career plans to provide exposure to sales, logistics, account management, early in our people’s careers to build the managerial and leadership layer for the future.

 

Read full story

Topics: Strategic HR, Performance Management, #BestPractices

Did you find this story helpful?

Author

QUICK POLL

What are the top work tech investment focus areas for your company currently?

2 months free subscription
q_auto,f_auto/v1639994115/mag-december-2021.png

Subscribe to all new People Matters HR Magazine

.

Subscribe
And Save 59% plus Two months free

Subscribe now

2022 is around the corner: what is next for the world of work?

READ the December 2021 issue to find out what global leaders and thinkers predict