Research Briefing

Manufacturing & Distribution: Five Principles of Effective Talent Management

Manufacturers and distributors with leading talent management practices are 10% more likely to achieve their revenue goals. How are these best-in-class organizations crafting and executing a cohesive commercial talent management strategy?

Alexander Group recently surveyed 250+ commercial leaders in manufacturing and distribution to gain their insights on the best practices for developing a talent management strategy that truly brings a competitive advantage.

The report, Five Principles for Effective Talent Management in Manufacturing and Distribution, is now available. Highlights include:

  • Companies that invest in employee engagement programs achieve higher customer experience ratings.
  • Manufacturers and distributors achieve revenue and margin outperformance with a lower proportion of above-market pay.
  • Over a third of territory reps are hired internally, either through promotions or functional shifts.
  • 63% of manufacturing and distribution participants stated that sales managers have monthly meetings to formally discuss performance with their sellers.
  • Manufacturers tend to update their sales compensation plans every two years while distributors opt for annual re-evaluation.

Interested in finding out more on how to develop advanced practices for talent management?

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