Building Frontline Team Capability

A Rs. 8,000 cr FMCG company has a large team of about 5000 frontline salesmen from whom the following improvements were desired:

  • Increased productivity and range selling
  • Selling newer/ “challenger” brands
  • Using the sales automation tool to sell better and sell more
  • Develop/ display expertise in product/ category knowledge and retail education

A pilot involving a 240 strong frontline sales team in Karnataka was designed. Training modules on (a) product/ category knowledge/ expertise (b) Using the sales automation tool and (c) Sales Call Process were designed and delivered to the team.

An average increase of 35% in lines sold per day was seen across the team when measured 3 months after the training interventions.

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