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.