Competency Framework Development and Skills-Gap Analysis for FMCG Sales Teams

Objective: To design a competency framework and conduct a skills-gap analysis for optimizing sales team performance in an FMCG company.

Context: Indian FMCG companies face intense competition and evolving consumer demands, requiring sales teams to possess up-to-date competencies. Many organizations lack structured approaches to identify skill gaps and develop targeted training, leading to sub-optimal sales outcomes.

Approach: The student team will analyze organizational goals, job descriptions, and performance data. They will conduct interviews, surveys, and benchmarking against industry standards to define key competencies. A skills-gap analysis will be performed using data collected from sales team self-assessments and manager evaluations.

Deliverables: The project includes a detailed competency framework, skills-gap analysis report, recommendations for targeted training, and a dashboard summarizing findings. Analysis will utilize HR analytics tools and frameworks like the Lominger Competency Model, with visualizations produced in Excel/Power BI.

Impact: The outcome will inform HR and Sales leadership on prioritizing skill development, improving recruitment, and designing effective training, thereby enhancing team productivity and supporting business growth.