Who moves up?

ABC House, the head quarters of one of the oldest names in the FMCG industry situated at the heart of Mumbai’s corporate hustle-bustle wears a modern look today. But seemingly calm exteriors hide the pressures inside the executive cabins where the management was grappling with a seemingly simple – yet very tricky and a complicated issue - the internal promotions to managerial cadre – to lead the growth of the company from grassroots level.

The company chalks a career growth plan for its sales force and undertakes promotions every year. This is typically from Territory Business Manager to Area Sales Manager and Area Sales Manager to Branch Manager. The real test comes when there are 10 ASMs who have done consistently well in terms of numbers; but only three opening s at Branch Manager Position.

Numbers and performance just speak of the present and the past. What about the future – who all have that potential to stand up and deliver. Whom should we promote, who has that intelligence, people management skills and ability to lead and deliver?

Given the state of the FMCG industry managers need to think of new ways and means to overcome the problems and obstacles of the present and future. Today, the competition is cutthroat. The competitors have a much bigger balance sheet, a wider product portfolio and deeper penetration. At the same time there are ‘saturated urban markets’ and ‘boom-time rural markets’. Consumer has become more discerning. With a strict ‘NO’ to price rise, most of the players are wondering what to do.

This is where Thomas International partnered ABC Home Products Ltd. Based upon their performance and other internal exercises; the company short-listed 10 ASMs for future screenings. All of them were put through Thomas International Tests for Selection & Training (TST) - a quick, scientific, normative test to identify the learning ability of future leaders. Simultaneously the behavioural profiles of the ASMs was mapped and compared to the one required at the position of a Branch Manager.

Thus the company was able to promote the best guys and girls ahead – who were fit behaviourally as well as had high levels of fluid intelligence. Further, this exercise also suggested training areas in terms of soft skills for those ASMs who could not make up to the BM level.

Given the power of Thomas International Instruments, ABC Home Products Ltd. implements the Thomas Profiling at the very basic level of recruitment itself.