Home Resources Case study Replicating the successes of a sales team’s top dogs

Replicating the successes of a sales team’s top dogs

Tools used

  • EX customized surveys 
  • Advanced analytics for online and offline reporting 
  • Individualized, tailored reports  
  • Integration with 1/3rd party platforms 

Pet care giant Mars wanted to create a training program that could majorly boost their salespeople’s performance. But they didn’t want a ‘one size fits all’ – they wanted to understand their people as individuals. 

The challenge

How do you quantify the qualities of good sales people and leaders? 

Mars wanted to create a senior sales leadership program. They wanted to develop a pipeline of great sales leaders – not only from new recruits, but also by developing the talent they already had. But how do you break down and understand the broad range of skills that makes the best excel?

“This wasn’t something we would’ve ever been able to buy off the shelf. The survey was completely tailored, and Forsta was great in helping our team resolve issues quickly and achieve a good response rate. They were instrumental from survey design all the way to implementation.”

April Pack
Senior Manager, Global Sales College, Mars

Our solution

Seeing success from every angle 

We helped Mars to create a leadership assessment platform. This helped them map out their people’s strengths and weaknesses. Participants first assessed themselves: how are they doing? How does management see them and how do their peers see them? We then established a 360-degree view by interviewing their managers, direct reports and other colleagues. With advanced analytics tools, we used these metrics to uncover each salesperson’s blinds spots and hidden strengths. 

The results

“A human adventure that makes you feel stronger” 

17% of the program’s participants soon got promoted to a Sales Director role. Before, Mars would’ve hired all these externally. The program was so impactful that Mars quickly decided to expand the program to employees of lower seniority – and create a similar program for their marketing division. In one workshop, all 20 participants gave full scores in their feedback. One said: “It’s not just training – it’s a human adventure that makes you feel stronger!”.


positive participant feedback


of participants promoted


sales silos remaining

More customer stories

Case study

Closer to customers. Ahead of competitors.

Closer to customers. Ahead of competitors.  Tools used Multi-mode survey design   Real time touch-point level reporting  Issue resolution alerts  Expert feedback consultation  For AIG, getting an edge on competitors meant bridging the gap between company and customer. With Forsta in its corner, the insurance giant built a vast, powerful program that listened to  customers, and fueled the business with their feedback. The challenge One step removed […]

Read more
Closer to customers. Ahead of competitors.
Case study

Getting the balance right for KS&R

Getting the balance right  for KS&R  Tools used Surveys design  Data visualizations  Live video  Digital interviews  Text analytics  How we helped market research firm KS&R balance keeping their tailor-made approach to research with saving their people time.   The challenge Creating custom-made research despite market pressures  Making sure their research is custom-made for clients is at the heart of KS&R’s strategy. But around them, […]

Read more
Getting the balance right for KS&R
Case study

Turning satisfaction into a science

Turning satisfaction into a science  Tools used Survey design   Visual reporting  Customer satisfaction analysis  Issue resolution alerts  World-leading medical device company CareFusion wanted to up their game when it came to customer satisfaction. Forsta helped them build the Voice of Customer (VoC) program to take on the task.  The challenge Ad hoc surveys that weren’t telling the real […]

Read more
Turning satisfaction into a science

Learn more about our industry leading platform


Get industry insights that matter,
delivered direct to your inbox

We collect this information to send you free content, offers, and product updates. Visit our recently updated privacy policy for details on how we protect and manage your submitted data.