Mars, Inc: Growing and Training Future Sales Leaders

Confirmit Team

Confirmit Team

Author Bio

Confirmit’s dedicated teams work to deliver world-leading customer experience, Voice of the Employee and Market Research solutions. 

Author Bio

Mars saw an opportunity to place a focus on building talent within the company instead of hiring talent externally.

Mars is a family-owned business with more than a century of history making diverse products and offering services for people and the pets people love. With more than $35 billion in sales, the company is a global business that produces some of the world’s best - loved brands. Mars Associates proudly take care of half of the world’s pets through their nutrition, health and services businesses. Headquartered in McLean, VA, Mars operates in more than 80 countries. The Mars Five Principles inspire more than 125,000 Associates to take action every day to help create a world tomorrow in which the planet, its people and pets can thrive.



Mars has created a Senior Sales Leadership Program – dedicated to a focus on building talent within the company instead of hiring external talent. They saw an opportunity to create a more formal type of learning for sales leaders to develop skills needed for growth and also help grow the pipeline for these leaders to evolve into Sales Director and General Manager roles.

With the help of Confirmit, Mars implemented a leadership assessment platform to deliver Personal Impact Assessments that clearly map participants across the Mars framework of core competencies for a great leader at Mars. For a given cohort, participants first assess themselves against this framework then set themselves up for a 360-degree view by inviting 10-12 peers, managers, direct reports, and other colleagues to give them input. The goal was to provide leaders with three different perspectives: how they think they are doing, how management sees them, and how their peers see them.

The assessment is used throughout the program to help the senior leaders build their capabilities and to create actions for improvement. Critically, the assessment is also administered after leaders complete their program components in order to assess the gains and improvements over time.

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