GMA Marketing Sales and Merchandising Conference

GMA Marketing Sales and Merchandising Conference
2-3 November 2009
Phoenix, Arizona

Resilience and Relevance: Winning Strategies for a New Economy
This year’s conference will explore ways that CPG manufacturers and retailers can emerge from the recession stronger, more consumer-centric and as better trading partners.

Talent Triage: Raising the Bar for CPG Sales Force Talent Management

Beth Bovis, A.T. Kearney Partner

Donna Stella, A.T. Kearney Partner and an Americas Lead for Marketing
and Sales

Sales force talent management is critical to the performance of CPG companies. The CPG sales job is becoming increasingly complex: consumer information is proliferating, planning horizons are expanding, products are becoming increasingly interdependent, and retailers expect new levels of merchandising innovation and support. Most companies need more sophisticated and diverse CPG sales talent. This session will highlight model practices identified in a recent GMA-Network of Executive Women-A.T. Kearney study of sales force talent management issues in the CPG industry.

For more information, see the Consumer Products & Retail perspective: Getting ahead in a down market – sales force talent management and diversity in the CPG industry.