The full report, available here, uncovers four priority sales capabilities that are crucial for organizations to focus on. Over the coming weeks, we will provide a short brief of each of those priority areas, which is expanded upon in the report.

The second of the four priorities is Talent Must-Haves, a foundational step in aligning team skills and understanding to meet the shifts in retail and manufacturing.

Placing Sales leaders with the right balance of soft and hard skills is critical for success to meet the changing priorities of different market sectors. To begin with, relationship selling alone is no longer sufficient; manufacturers seek leaders with a blend of qualities including curiosity, humility, agility, and analytic capability, alongside a strong desire to learn. However, recruiting individuals possessing this mix of human and analytical skills presents a considerable challenge.

As a result, manufacturers are prioritizing training to develop their toughest competencies, including cultivating a General Manager Mindset to elevate financial literacy and awareness of pivotal moments in the P&L. Additionally, they’re focusing on Retail Media to structure investments aligning with brand objectives and navigate challenging conversations, as well as honing Storytelling skills to craft audience-focused content that achieves specific objectives. This enhanced mix of skills, once a ‘nice-to-have’ part of a CV is quickly becoming a necessity.

As supply chain constraints ease, the focus is shifting back to operational discipline in the retail sector. While the priority during the COVID-19 pandemic was on production capacity and delivery, retailers and manufacturers are now redirecting their attention towards rebuilding baseline capabilities to drive growth, such as ensuring in-stocks, optimizing displays, improving forecast accuracy, and managing assortments effectively. Both parties will need to navigate fluctuating consumer demand and experiment with pricing strategies, recognizing the limited usefulness of sales trends from the past two years.

Additionally, retailers are facing pressure to expand margins amidst challenges in assortment management. The consequences of innovation mistakes, such as insufficient space for core SKUs, highlight the importance of strategic decision-making. Innovation is acknowledged not as an endless source of profit and growth, prompting retailers to adopt stricter delisting criteria and prioritize proving incrementality. Line reviews are gaining importance, underscoring the need for meticulous preparation and achieving alignment to optimize assortment strategies.

Technology is rapidly advancing to decipher the growing volumes of data available to sales leaders. However, superior insight development skills are now more crucial than ever for effectively leveraging these analyses. Additionally, proficiency in strategy development and influencing skills is critical for implementing collaborative solutions with retailers.

Moreover, ‘critical thinking’ skills have emerged as indispensable in the sales landscape, enabling the creation of value through joint solution development with retailers. These skills are challenging to cultivate through training alone and are increasingly becoming a criterion for talent recruitment in manufacturers, particularly from functions emphasizing analytical problem-solving and insight-led strategies like category development.