Oraliga Healthcare India: Retaining and Empowering Women in Field Sales
商品編號：W48195
出版日期：2026/05/14
再版日期：
商品來源：
商品主題：Human Resource Management; Marketing
商品類型：Case (Field)
涵蓋議題：Women in sales;DEI;field sales;organization behaviour;Holvino et al.’s framework;McKinsey 7-S Model;gender diversity;sales attrition;women retention;inclusive workplace;FMCG sales;sales management;women representation;organizational alignment;diversity initiatives;field sales roles;gender equity;sales distribution;workforce inclusion;women leadership
難易度：5 - MBA/Postgraduate
內容長度：13 頁
地域：India
產業：Retail Trade
事件年度：2025
In 2024, Sonal Gupta, director of sales and marketing, human resources, at Oraliga Healthcare (India) Ltd. (OHIL), faced a critical challenge. Over the previous two years, she and her team had driven women’s representation in field sales from 10 per cent to 17 per cent through a series of targeted initiatives, including industry benchmarking, internal studies, and new organizational practices. However, a slowdown in the fast-moving consumer goods industry and persistent sales force attrition threatened to erode these gains as leadership attention shifted toward core business resilience. Field sales, OHIL’s largest employee base, remained a predominantly male environment, where retaining women was particularly difficult due to personal, societal, and structural barriers. Gupta needed to determine how to sustain, and ideally advance, the progress made in gender representation and inclusion within field sales, even as external pressures mounted and organizational priorities competed for resources and attention.
教學手冊：Oraliga Healthcare India: Retaining and Empowering Women in Field Sales - Teaching Note
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