Building Sales Team Capability

Building Sales Team Capability for a listed INR 6500 cr. FMCG Company based in Mumbai

A listed Rs. 6500 cr. FMCG company based in Mumbai has a large team of frontline salesmen. The company wanted the following from the sales team:

  • Increased productivity and range selling
  • Selling newer / challenger brands
  • Using technology to sell better
  • Positioning themselves as “experts” in the eyes of retail trade with regard to category / product expertise

There has been a 20% average improvement in the Brands / Lines sold per day measured immediately after the program as well as significant improvement in qualitative measures of performance.

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