Old Hand

In: Business and Management

Submitted By acseal
Words 1358
Pages 6
interoffice memorandum to: BILL macleod from: John Doe subject: FUSILIER TALENT ANALYSIS date: [ 6/3/2012 ]

As follow-up to your request, I am providing an analysis of the current talent situation at Fusilier and recommending immediate and longer term solutions to support a talent strong organization in the future for Fusilier. My analysis is as follows:
Case Analysis
Probable Causes of Talent Dilemma

Based on analysis of Fusilier’s current situation there appear to be several contributing factors; as Fusilier seeks to transform it’s business from a product centric focus to one of a business solutions focus, there has been no clear definition of market strategy and organizational alignment to accomplish the new strategy. As a result, there is: * No clearly defined assessment of the roles and skills required to support the new strategy * No clearly defined staffing process * No clearly defined talent review process to assess the existing talent’s ability to support the new strategy
Alternative Solutions for the Immediate Situation

1) Identify the skills required to support the new “solution selling” strategy and analyze which of the current sales people have the skills to succeed in the new solutions focused environment. Fusilier could establish two separate sales teams with the existing personnel. One team focused on product selling and one team focused on selling solution services.

Pro(s): Fusilier would be able to align sales resources based on skill sets and allow each to focus on a single market segment. This approach would allow the sales force to be much more productive and successful by focusing on a single market segment, as each market segment requires unique solutions and skill sets.
Con(s): Even through some of the existing sales force may have the required skill set to succeed in selling solution services, they…...

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