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Modern Foods built a stellar sales team and reduced attrition by 30%

An iconic brand that introduced the concept of bread to India, Modern Foods was launched in 1965 as Modern Bakeries (India) Limited. In its all-new avatar, Modern Foods has branched into newer portfolios with multiple product offerings in the bread and cake domain. With close to 100,000 stores, and manufacturing in 40 factories across India, Modern Foods today has an employee strength of over 400.

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Industry

Foods and Beverages

Use case

Sales hiring
High potential identification

What Modern Foods Acheived

30%

Decrease in attrition

30%

Decrease in attrition


"We conducted 20% of our sales hiring before we partnered with Mercer | Mettl, and the rest 80% with Mercer | Mettl’s battery of assessments. 75% of that 80% of candidates, hired through Mercer | Mettl’s suite of assessments, were exactly the kind of people we were looking for."

Sonam Kapur Sinha

Head HR , Modern Foods

Business Challenges and Requirement

Modern Foods was eyeing expansion in multiple geographies along with branching its business into new categories. An underachieving sales team was a significant hurdle for the company in its growth ambitions. Unable to meet its sales targets, Modern Foods revived its processes, introduced sales automation software, and undertook all possible measures to boost the team’s strength and capabilities. The management considered the need for people intervention after the sales unit was unable to meet its targets.

Modern Foods needed to expand and build a high-performing sales unit along with restructuring its team to utilize its existing talent better. The company required a robust strategy and platform partner to elevate its sales team to the next level.

It was evident that Modern Foods needed a three-pronged approach for:

  • An efficient, accurate, and scalable sales hiring strategy to hire the right people to meet its growing business needs.
  • Identifying high-potentials from its existing sales team to create a high-performing business unit.
  • An objective plan to manage a multi-generational workforce, team restructuring and promotions.

With the expansion of Modern Foods’ footprints in newer geographies, its first ask was a fool-proof hiring strategy to support its growing business needs. Mercer | Mettl accurately analyzed the competencies needed by Modern Foods for its employees and created a one-of-its-kind sales profiler, carefully mapped to each competency specific and critical to the role.


Problem Statement

With the expansion of Modern Foods’ footprints in newer geographies, its first ask was a fool-proof hiring strategy to support its growing business needs. Mercer | Mettl accurately analyzed the competencies needed by Modern Foods for its employees and created a one-of-its-kind sales profiler, carefully mapped to each competency specific and critical to the role.

Sales knowledge

Sales personality

Customer focus

Motivation

A strategy for sales hiring

With the expansion of Modern Foods’ footprints in newer geographies, its first ask was a fool-proof hiring strategy to support its growing business needs. Mercer | Mettl accurately analyzed the competencies needed by Modern Foods for its employees and created a one-of-its-kind sales profiler, carefully mapped to each competency specific and critical to the role.

The profiler identified critical behavioral and cognitive competencies to evaluate a sales person’s true potential.

The results provided insights into the candidates’ personality at work, identified their strengths and areas of improvement, which enabled Modern Foods to simplify its hiring process and deliver excellent candidate experience.

Identifying High-Potentials through VADC

Modern Foods intended to identify high-potentials from its existing team that would have enabled the expansion of business into untapped territories. A virtual assessment and development center (VADC) was the tool of choice. The teams were spread across the country, in addition to being multi-generational and of certain seniority, and thus were unwilling to travel. Mercer | Mettl simulated a real assessment center for them through the VADC tool.

Given its easy scalability, logistical comfort, and ease of access for candidates, VADC was considered to be the best forecast of job performance and future potential as it consisted of tasks and activities that made up the job.

Building high-performing sales team

Modern Foods needed a better-performing sales team, a team that would deliver the required growth and numbers. Mercer | Mettl stepped in at this critical juncture and guided Modern Foods through the entire process, commencing with analyzing existing competencies as per business vision, recommending competencies in-line with future business goals, and mapping them to assessments customized, especially, to meet the needs of Modern Foods.

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All of this, tied up with an interactive platform with validated assessments and easy-to-understand reports, positioned Mercer | Mettl as the strategic partner for the organizational growth of Modern Foods.

Sonam Kapur Sinha

Head HR , Modern Foods

Mercer | Mettl’s VADC toolkit helped Modern Foods to identify high-performing, high-potential candidates to form a new team that would bring about a significant transformation with improved targets. A first in the history of Modern Foods, Mercer | Mettl’s VADC empowered the company to move away from relying solely on performance data and adopt a more forward-looking approach with potential data. VADC combined psychometric, cognitive, and situational judgement tests, with an external assessor, to consolidate a team that would drive the future of business.

The tool enabled objective assessments by eliminating internal stakeholder biases. It offered a comprehensive evaluation of the candidate’s behavior, traits, and cognition. It also provided immediate reports that helped Modern Foods to make timely decisions for organizational restructuring and workforce optimization and facilitated an environment for further learning and development initiatives.

Organizational restructuring

Promotion

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Retention

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Modern Foods intended to identify high-potentials from its existing team that would have enabled the expansion of business into untapped territories. A virtual assessment and development center (VADC) was the tool of choice. The teams were spread across the country, in addition to being multi-generational and of certain seniority, and thus were unwilling to travel. Mercer | Mettl simulated a real assessment center for them through the VADC tool.

Given its easy scalability, logistical comfort, and ease of access for candidates, VADC was considered to be the best forecast of job performance and future potential as it consisted of tasks and activities that made up the job.


Impact

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30%

Decrease in attrition

66%

Better hiring fit

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  • Identifying high-potentials from its existing sales team to create a high-performing business unit.
  • An objective plan to manage a multi-generational workforce, team restructuring and promotions.
  • An efficient, accurate, and scalable sales hiring strategy to hire the right people to meet its growing business needs.
  • Identifying high-potentials from its existing sales team to create a high-performing business unit.
  • An objective plan to manage a multi-generational workforce, team restructuring and promotions.

It was evident that Modern Foods needed a three-pronged approach for:

  • An efficient, accurate, and scalable sales hiring strategy to hire the right people to meet its growing business needs.
  • Identifying high-potentials from its existing sales team to create a high-performing business unit.
  • An objective plan to manage a multi-generational workforce, team restructuring and promotions.
  • An efficient, accurate, and scalable sales hiring strategy to hire the right people to meet its growing business needs.
  • Identifying high-potentials from its existing sales team to create a high-performing business unit.
  • An objective plan to manage a multi-generational workforce, team restructuring and promotions.

All of this, tied up with an interactive platform with validated assessments and easy-to-understand reports, positioned Mercer | Mettl as the strategic partner for the organizational growth of Modern Foods.

Sonam Kapur Sinha

Head HR , Modern Foods

Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod tempor incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.

Duis aute irure dolor in reprehenderit in voluptate velit esse cillum dolore eu fugiat nulla pariatur. Excepteur sint occaecat cupidatat non

All of this, tied up with an interactive platform with validated assessments and easy-to-understand reports, positioned Mercer | Mettl as the strategic partner for the organizational growth of Modern Foods.

Sonam Kapur Sinha

Head HR , Modern Foods

Mercer | Mettl’s VADC toolkit helped Modern Foods to identify high-performing, high-potential candidates to form a new team that would bring about a significant transformation with improved targets. A first in the history of Modern Foods, Mercer | Mettl’s VADC empowered the company to move away from relying solely on performance data and adopt a more forward-looking approach with potential data. VADC combined psychometric, cognitive, and situational judgement tests, with an external assessor, to consolidate a team that would drive the future of business.

The tool enabled objective assessments by eliminating internal stakeholder biases. It offered a comprehensive evaluation of the candidate’s behavior, traits, and cognition. It also provided immediate reports that helped Modern Foods to make timely decisions for organizational restructuring and workforce optimization and facilitated an environment for further learning and development initiatives.

Great Talent Makes Great Companies, Just Ask Modern Foods!

Ensure you hire the right talent and build a robust talent pool with Mercer | Mettl tools and insights.

Great Talent Makes Great Companies, Just Ask Modern Foods!

Ensure you hire the right talent and build a robust talent pool with Mercer | Mettl tools and insights.

Great talent makes great companies, ask Modern Food!

At Mercer I Mettl we combine the latest technology with insights from real experts and the experience from servicing our 4400+ clients globally to solve your hiring and L&D problems better.

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