Research On Development Of Sales Management Reserved Talent Based On Competency In A Company

As the economic globalization expands, the competition becomes increasingly fierce. In order to survive and develop in such circumstance, companies must depend on powerful sales teams to complete excellent marketing activities in a smart way. How to lead and manage first line sales force successfully and how to create and implement sales strategy are very important. All these have close relationship to the competence of sales management staff. As the development of business, an organization needs a sustainable talent pipeline for sales positions, and merely attracting talents externally is not enough to satisfy the need. Therefore, developing the current existing sales management talent has become a significant part of nowadays companies’ strategy.The essay introduces the research of competency and competency model. On this basis, the essay takes cosmetics company A as an example to illustrate how a competency model for sales force is created and to make exploratory research on the development of the sales reserved talent. At the end, it analyzes and summarizes the effectiveness and disadvantages from the development experience.The essay uses the method of comparative analysis and the method of model analysis to create the competency model of company A. Meanwhile, it adapts SHL assessment and organized interview to recognize and evaluate the sales talents. Basing on this, the essay combing the actual case of Company A proposes multi-channel talent development for its sales management talent in store.From theoretical and solid evidence perspectives, the essay offers reference to company A and helps company A cultivate and develop the talent it needs.