PEOPLE
SKILLS–SUPPLYANDDEMAND The analysis of training supply and demand reveals the relationship between the most important skills businesses need for effective SRM, the degree to which organisations acknowledge their need to improve these skills and, finally, the training and development currently in place. Our research indicates that as
THEBIGGESTGAPSBETWEENTRAININGDEMAND ANDSUPPLYARE INCRITICALSRMAREASOFSTRATEGIC THINKING, BUILDINGTRUSTAND INFLUENCINGSKILLS.
Fig 22.
Which of the following skills do you believe are the most important to deliver effective SRM?
Which of these skills are most in need of development in your organisation at this time?
What topics have been covered in SM training over the past 12 months?
%
0
10
20
30
40
50
60
organisations establish a preferred SRM operating model, they increase their understanding of the skills and competencies required. In 2015, the most important skill was thought to be communication. However, while still considered important this has been surpassed by the ability to think and act strategically and the ability to successfully influence as the most sought after SRM skills. This means that relational skills, as opposed to the more technical skills, are a priority. For example, product knowledge is considered to be the least important SRM skill in relative terms. The biggest gaps between skills requiring improvement and supply of training are: strategic thinking, building trust, cross- functional working, and communication and influencing. The only areas where the demand and supply relationships are more aligned are in commercial and contractual expertise and negotiation, where supply seems to exceed demand (Fig 22) . While the overall understanding of the skills necessary for successful SRM continues to improve, without the necessary investment in training and development, organisations risk SRM failing to deliver against expectations.
Strategic thinking
Communication
Influencing skills
Trust building
Cross functional working
Commercial and contractual expertise
Leadership
Facilitation skills
Change management
Market and category knowledge
Problem solving
Negotiation skills
Strategic thinking and Influencing top theskillsshopping list
Understanding the sales and key account management process
Project management
General product /service knowledge
Deep product /service knowledge
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